Getting Past No
by William Ury
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Book Summary Information
Author: William UryEdition: Paperback
Audio: English (Unknown); English (Original Language); English (Published); Unknown (Translation)
Published: 1993-01-01
ISBN: 0553371312
Number of pages: 208
Publisher: Bantam
Product features:
- ISBN13: 9780553371314
- Condition: New
- Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!
Book Reviews of Getting Past No
Book Review: Excellent: Clear & Practical
Summary: 5 Stars
GETTING PAST NO by William Ury is well written and will become a classic must-read if it is not already. The book is brief, easy-to-read yet is strinkingly powerful and useful. The primary benefit from reading this book is how pratical it is. You can use the tools, tactics, and concepts in this book in professional life, business or even to negotiate with friends. In summary, if you want to improve your ability to negotiate, you would be doing yourself a very big favor by acquiring a copy of this book.
HIGHLIGHTS:
The aim of a negotiation is to reach a mutually beneficial outcome for the parties involved. To accomplish that end, you must identify your interests and your prize (desireable outcome). Further, you must also accurately identify your "opponent's" interests as well. What concerns might the other party have? Needs? A person's needs can be tangible as well as intangible such as the need to safe-face or be respected.
The strategy to negotiate effectively to reach a mutually beneficial outcome include (1) an objective and honest analysis of the negotiation and the process; (2) understanding the other party or parties by seeing the situation from their perspective; (3) reframing the negotiation to focus on satisfying interests and not on "positional statements;" (4) make it difficult for the other side to say no by building a "golden bridge" by acknowledging, involving, and respecting the other side; (5) bringing the other side to their senses by educating them on the consequences from not reaching a mutually satisfying agreement.
CLOSING
--
In closing, the organization of the book and the clarity in which the concepts are explained really add to the value of the book and makes it easier for readers to apply the material. A useful tool is the BATNA, which is your Best Alternative To a Negotiated Agreement; this is your measuring tool for the agreement you reach. It is also important to identify as well as develop one's BATNA when necessary to determine whether or not one should even negotiate. The author explains negotiations superbly, and virtually every aspect is covered from tactics (obstructive, offensive, depective) to pratical steps to draw the other side in to the negotiation process. I quite confidently recommend this book.
I hope the above was useful,
Clovis
Summary of Getting Past No
We all want to get to yes, but what happens when the other person keeps saying no?How can you negotiate successfully with a stubborn boss, an irate customer, or a deceitful coworker?
In Getting Past No, William Ury of Harvard Law School?s Program on Negotiation offers a proven breakthrough strategy for turning adversaries into negotiating partners. You?ll learn how to:
? Stay in control under pressure
? Defuse anger and hostility
? Find out what the other side really wants
? Counter dirty tricks
? Use power to bring the other side back to the table
? Reach agreements that satisfies both sides' needs
Getting Past No is the state-of-the-art book on negotiation for the twenty-first century. It will help you deal with tough times, tough people, and tough negotiations. You don?t have to get mad or get even. Instead, you can get what you want!
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