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Getting Past No
Book

Getting Past No

Negotiating in Difficult Situations

William Ury
Bantam, 1993
First Edition: 1991

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Editorial Rating

8

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Recommendation

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.

Take-Aways

  • The “breakthrough negotiation” strategy hinges on controlling your instinctive first reactions and approaching your goal in an indirect way.
  • The strategy has five steps: be a dispassionate observer, understand the other side’s interests, reframe the argument, build a “golden bridge” and educate the other side.
  • Know what you want to accomplish and how you want to attain your goal.

About the Author

William Ury, Ph.D., is a negotiator, public speaker and author. He is co-founder and senior fellow of the Harvard Negotiation Project. He is the co-author of Getting to Yes and Getting Disputes Resolved, and the author of The Third Side, Getting to Peace and The Power of a Positive No, among other books.

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