Getting Past No

Getting Past No Review

I found this a surprisingly difficult book to read.

I don't mean it's badly written, quite the opposite, or that it's too technical. In fact, it's full of practical advice, it's very well organized, and it's immediately useful. However Ury's advice also goes against our gut feeling.

The author outlines five steps to negotiating in a difficult situation to break through an impasse.

1. Go to the balcony.
2. Step to the other side.
3. Reframe.
4. Build a golden bridge.
5. Use power to educate.


These five headings summarize themes for each main section. Stepping to the other side means putting yourself in the other person's place in order to see from their point of view how they could accept a solution. Reframing means restating the issues in a way that makes agreement easier. Building a golden bridge means, among other things, offering concessions that cost you little but gives the other side a lot. It also means pointing out to the other party the advantages to them of reaching an agreement. Using power to educate means, as a last resort, to use your own best alternative to a negotiated agreement (your BATNA) to point the cost of failing to agree.

But before all that, when negotiations get difficult, one should go to the balcony. This means taking a break and not reacting in anger. When confronted or insulted in the midst of talks, it's quite natural to react in anger. Ury quotes Ambrose Bierce: "Speak when you are angry and you will make the best speech you will ever regret." In other words reacting feels good but doesn't get you what you want.

Every page gives similar principles and illustrates them with pertinent examples; so much so that I couldn't read through this book quickly as I had to stop and think all the time. And that's why I found the book a difficult read.

A little humbling and very useful.

Vincent Poirier, Tokyo

Getting Past No Feature

• ISBN13: 9780553371314
• Condition: New
• Notes: BRAND NEW FROM PUBLISHER! BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed

Getting Past No Overview

A guide to successful negotiation shows readers how to stay cool under pressure, stand up for themselves without provoking opposition, deal with underhanded tactics, find mutually agreeable options, and more.

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*** Product Information and Prices Stored: Oct 26, 2010 12:58:05