This book was very interesting, especially as I go to most negotiations assuming I will get a no as an answer. It re-states a lot of concepts from "Getting to Yes" so I would recommend reading that first, but it is not necessary. I felt like I intuitively knew the 5 obstacles, but my biggest takeaway for sure was the breakthrough strategy presented. After all, I've had numerous difficulties at dealing with these obstacles.The breakthrough strategy includes five amazing steps which I can't wait t...

The world would be a better place if everyone negotiated nicely with the best common interest in mind. Unfortunately most people who consider themselves "good negotiators," hagglers, and hard-bargaining are really just bullies or other personality disorders. The author gives some good tricks for dealing with them, but in real life you're probably better off walking away.

It gives practical application of negotiation. In general, we tend to always be in defensive mode while negotiation. Either win-lose or lose-lose situation prevails. But how to frame negotiation as discussion with party and makes it successful is a subject of life-long learning and practice.

Concise, practical book on negotiating 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

I learnt a lot from the different negotiation strategies that I can apply not only in work but in my personal life to make my negotiations with others more effective :) The book had a very smooth structure that I liked because it gave me a sense of ideas' sequence. I strongly recommend it for people who find it difficult to reach an agreement with others and often struggle in negotiations :)

This book is way better than the first in the series Getting to Yes. I like Ury's prose and his advices are concrete and helpful, it's no wonder this book is considered a negotiation primer. Key takeaway:• Obstacles to cooperative negotiation: o your (emotional) reaction – don’t strike back, don’t give in, don’t break off – to fight this it’s important to recognize the OP’s tactic (stone wall, attack, trick go around, deflect, expose), know your hot buttons, and take time to reflecto their emot...

This book definitely would have hit different... If I read it in 1991 when it was published. I mean, take the story of Van Dyke hostage situation in 1982, one of the most famous. The "professional shmeshional negotiator was able to give him a better prison location and time to talk to the media in turn no hostages being killed. The dude was rational and just wanted to spread his message that the PRISON SYSTEM IS TERRIBLE FOR PRISONERS AND DOES NOT MAKE THEM BETTER CITIZENS (whatever that is even...

Ury is the recipient of the Whitney North Seymour Award from the American Arbitration Association. He also received the Distinguished Service Medal from the Russian Parliament for his work on the resolution of ethnic conflicts. He received the 2012 Peacemakers Award from Mediators Beyond Borders.Getting Past No is a reference book on collaborative negotiation in difficult situations, written by William L. Ury. First published in September 1991 and revised in 2007, this book is the sequel to Gett...

This was an excellent book on the highlights of making progress in difficult negotiations. As I don't need in-depth knowledge, this overview was perfect for improving my skills without going deep into a topic I don't need that much information about.

Nothing new or shocking here, but I was pleasantly surprised to learn that I do many of these things when faced with a difficult situation. Ury also outlines the ways negotiations fall apart, which was helpful by highlighting to me that I'm likely to give in too easily, or look for an alternative to building what he calls "the golden bridge."I think the most important lesson I learned from this book is in understanding the other person's perspective. You may see the benefits of doing something a...

Take a May term class, they said. Get the most out of your tuition, they said.

This book outlines a very good process by which to handle all negotiations in life. Very methodical without being overly specific. Quick read. I am going to read his others. eventually.

1. Don’t react: Go to the balcony. The first step is not to control the other person’s behavior. It is to control your own.2. Step to Their Side. Listen to them, acknowledge their points, and agree with them wherever you can.3. Reframe. Take whatever they say and reframe it as an attempt to deal with the problem. Ask problem-solving questions4. Build them a Golden Bridge. Involve them in the process, incorporating their ideas. Try to identify and satisfy their unmet interests, particularly their...

William Ury, co-founder of Harvard's program on Negotiation is just as good a writer as he is an academic. His experience lies not only within the confines of teaching but has been involved in a number of roles as an advisor, negotiator ranging from corporate mergers to wildcat strikes in a Kentucky coal mine to ethnic wars in the Middle East, the Balkans, and the former Soviet Union.In his book "Getting Past No: Negotiating in Difficult Situations", William writes about how to negotiate with a

Here it is in a nutshell. To get past “no” you must overcome the barriers to cooperation, which include: your opponent’s negative emotions, his skepticism about reaching an agreement, and your own reaction. You thus face five challenges:1. Don’t react; stay focused on what you want2. Disarm your opponent by defusing defensiveness, fears, and suspicions3. Change the game from bargaining for positions to meeting both side’s interests4. Make it easy to say “yes”; provide him the cover to save face

Solid foundation for negotiating.Don't get emotional, don't get caught up in their defensiveness, work with them, make the pie bigger, bridge the gap between the two parties interests, let them save face and be proud of the solutionQuotes:"Effective negotiators do not just divvy up a fixed pie. They first explore how to expand the pie.""A contest of wills thus quickly becomes a conflict of egos.""BATNA is the key to negotiating power. Your power depends less on whether you are bigger, stronger,

Lots of useful information, and I absolutely believe this process works (I've even begun incorporating it into my negotiations at work with some success). The reason for the 3-star rating is because while the principles may be timeless, the examples used to illustrate them are very dated, and I just got tired of reading about the Cold War and the Cuban Missile Crisis when I'm guessing there may have been one or two successful negotiations in the last 40 years that would prove equally illustrativ...

This book must be read in conjunction with "Getting to Yes" who was co-authored by William Ury, the author of this book. "Getting to Yes" is how to negotiate under ideal circumstances which are practices any negotiator must have in their tool box. "Getting Past No" is for the other 95% of negotiations when the other side refuses to talk, uses nefarious tricks and actively works against you.

despite most of what is being said in this book kinda feeling obvious, just reading it and organizing ones thoughts is extremely helpful. in fact, just today (i finished this book on the train home today) i used techniques described in here (possibly unknowingly) to get 3 adversely positioned colleagues to change their stance on the issue in question by 180°. suffice to say i was baffled and quite proud of myself, because not only did i overcome my innate tendency to overreaction (the balcony th...

A good for people who want to understand why people do the random things after sitting on the negotiation table. Every tactic has been summarised pretty well but the most important thing is to remember that all your negotiation should be based on principle. All this is easy to read and understand but actually perfection will only come, once you start observing these negotiations and start implementing the tactics.