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Best Sellers | | |  | |  | | | Getting Past No | | | | | SKU:
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Usually ships in 1 business days | | | | | | 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 Details | | Author: | William Ury | | Paperback: | 208 pages | | Publisher: | Bantam | | Publication Date: | January 01, 1993 | | Language: | English | | ISBN: | 0553371312 | | Package Length: | 8.1 inches | | Package Width: | 5.2 inches | | Package Height: | 0.4 inches | | Package Weight: | 0.35 pounds | | Average Customer Rating: |  based on 54 reviews |
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| | Features | ISBN13: 9780553371314Condition: NewNotes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed
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| | Customer Reviews | Average Customer Review:
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 Difficult but rewarding Sep 05, 2010
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
Harvard, magical place Apr 26, 2010
Excellent focus on negotiation. 'Going to the balcony' for a perspective is an especially clever concept.
Loved it! Feb 14, 2010
A great negotiating book. Can be read after 'Getting to Yes' or stands alone in it's own right. A very practical book.
0 of 2 found the following review helpful:
getting past no Dec 19, 2009
the product was exactly as stated and arrived quickly. i would recommend this seller. thank you.
Concise, practical book on negotiating Nov 02, 2009
Best-selling author William Ury has the topic of negotiation down cold. Reading this classic book (originally released in 1991) is a pleasure and the reasons it became a bestseller are obvious: It is clear, concise and eminently readable. This book has such wide appeal that getAbstract recommends it to all businesspeople and to anyone who ever needs to negotiate about anything - from cops bargaining with hostage takers to consumers pushing for the best car prices. Read this book and become a better negotiator.
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