Clearly the book on negotiation to read if you enjoyed reading Getting to Yes. Where the former sets the framework, Getting past No deals with a straight-forward five-step strategy for tackling difficult people. Highly recommended as a supplementary to Getting to Yes.
This book should be a must-read for anybody interested or involved not only in negotiation, but also in business, conflicts, diplomacy and interactions between people. It is several years ago I read the book the first time, but still every week, if not very day, I find use for its principles. This book along with Frank Bettger's classic on selling have proved to be the most important all-purpose books to my life and career.
For many people, hearing "no" is the end of the negotiation. They either react in some way that so annoys the other side that all the bridges are burned, or they simply give up. My first new insight into this question was reading research that said that few people could say "no" more than 8 times. As a result, each "no" is simply getting you closer to the eventual yes. That allowed me to use persistence to accomplish my goals. GETTING PAST NO is a 2,000 percent solution (getting 20 times the results for the same effort or getting the same results 20 times faster) for improving on that technique. Mr. Ury provides a simple process that anyone can follow that improves the solution by involving both parties, and minimizes the time spent on miscommunication, misconceptions, procrastination, disbelief, bureaucracy, tradition, and avoiding unattractive issues -- the 7 primary reasons why negotiations and organizations have "stalled" progress. We all have bad thinking habits that hurt us in negotiations. Mr. Ury shows how to stop and think about our reactions before we react -- he calls this going to the balcony. He then shows us how to use new questions to elicit better ways to cooperate with others. His process could be further improved by teaching all negotiators to (1) understand the value of measurements in negotiations (they clarify the issues) (2) measure everything they can think of about the negotiation and the underlying issues (3) look for the best practice now being used anywhere in similar negotiations and estimate where those best practices will be in 5 years (4) assemble best practices from different sources into a new combination that no one has ever done before to exceed the future best practice in negotiating (5) imagine the ideal best practice for negotiating (a place where people in disagreement quickly create a better solution -- an example might be workers hearing a fire alarm and disagreeing about whether to leave or not who then agree that the next time this comes up they will take turns going to check out whether it is a real fire or just an alarm while carrying a cell phone to report back quickly, while the others stay at work until flames or smoke are seen or are reliably reported) (6) approach the ideal practice (this might be by setting up better negotiating rules for the next time you and someone else need to negotiate something) (7) getting the right people, resources, and motivation in place and (8) repeating steps 1-7 to build on success and your improved skill in negotiating. I read the hard cover original, and was pleased to see that the paperback edition has been amended and improved in several valuable ways. I got more out of reading the book in the parperback version. So if you read the hard cover, you should read this version as well. Each time I have read GETTING PAST NO, I have have learned something that I could use immediately in an important negotiation. The value to me of this book has been over 100,000 times its cost. You cannot afford not to buy it. Enjoy, and may you have many more 2,000 percent solutions as a result!
Of all the books I've read in my life, this is one of the top 10. I have given it to friends, family, and colleagues--all have enjoyed and grown from it. We negotiate everyday--about how much to pay suppliers, which investment plan to implement with our colleagues, where to go on vacation with our loved ones. For all of these negotiations, this book provides priceless advice. Advice like "building a golden bridge for your opponent to retreat upon" translates the human needs of those we negotiate with into actions we can take to get lasting results. Even better than Getting To Yes (also great), this is a must-read!
Sometimes I'm tempted to tell people to bypass Getting to Yes and just go straight to this spin-off. It imparts the same essence of mutual-gains negotiation, and additionally includes lessons in good basic strategy for dealing with others' negotiation tactics, tricks, and attacks. While Getting to Yes gives you the foundation of principle-centered negotiation, this book focuses on what to do when that principle-centered negotiation breaks down due to the other side's deceitful, confused, or just plain difficult behavior. If this were a sales book, it would be called something like "Dealing with Sales Objections," but as a negotiation book, it's even more effective: It addresses ways of identifying and dealing with common barriers we all face when trying to strike deals. Getting Past No has the same concise, pithy style as Getting to Yes, which makes the tactics sound a lot simpler than they prove to be when you try to put them into practice. But as an analysis of difficult negotiation and as a general roadmap to the land of "Don't get mad, don't get even, get what you want!", it really can't be beat.
I've seen many books on negotiations describing all theories in various levels of detail. Yet this is the first book I've come across that doesn't only provide a very clear overview of each negotiation stage but in addition offers real hands on advice for each stage in a very clear and structured manner.
The main focus of "Getting Past NO" is on getting to a collaborative atmosphere in a negotiation. It pays only little attention to strategies on how to prepare and conduct competitive negotiations. However it is much harder to turn a competitive situation into a collaborative discussion than vise versa.
If you want to understand how to recognize an unfavorable situation and how to control and to turn around the situation, this book is the one to read.
"Getting Past NO" turned into my bible in preparing each and every negotiation I have to conduct.
This book is filled with advice that will help you in your very next negotiation. Like Getting to YES, it's easy to read, entertaining, and most importantly, enormously helpful. The theory is elegant, and therefore easy to internalize.
Es ist nicht das neueste Buch, es ist nicht der revolutionärste Ansatz. Aber es ist ein Buch, welches auf Getting to Yes aufbaut und die Frage beantwortet: "was, wenn die andere Seite nicht will?". Der Titel ist tatsächlich schlecht gewählt, denn das Buch gibt Werkzeuge für jedes Reklamationsgespräch und jede zu lösende Beschwerde. Dieses Buch glättet einige der Schwachstellen von Getting To Yes und ist ein wertvoller Bestandteil jeder Bibliothek für Konfliktmanagement.
Everyone negotiates every day over many different issues. From international crisis to who gets to use the bathroom first in the morning, negotiating successfully can mean the satisfying resolution of disputes. William Ury has created a practical guide to negotiation that, if practiced, will yield great agreements without angst. A win-winner!