Getting Past No: Negotiating in Difficult Situations

Version: Abridged
Author: William Ury
Narrator: William Ury
Genres: Business & Economics, Finance, Negotiation & Communication
Publisher: Random House Audio Publishing Group
Published In: January 2002
# of Units: 2 CDs
Length: 2 hours
Ratings:
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Overview

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!

Reviews (4)

0

Written by Russ T. on August 2nd, 2018

  • Book Rating: 4/5

Great for those who can't read because of head trauma. Keep up having the great books.

Be prepared to study and use a powerful techniqueI

Written by knowledge is power on November 6th, 2007

  • Book Rating: 5/5

I have read extensively on negotiation, including everything written by folks affiliated with the Harvard Negotiation Project, bryan tracy, david lieberman, zig ziglar, robert bramsom,and many more & i dont usually write review for books since i read many books weekly but I think that ""Getting Past No"" is worth, this book is one of the best of all the books, this book is conciseness it,s deceptive, It's short, it's sweet, and it's actually both effective and highly actionable. very interesting and an eye opener for certain situations.this book is about dealing with difficult situations and understanding human behavior. The concepts expressed are profound. For example the concept of BATNA (best alternative to a negotiated agreement) I have already applied some of the techniques and have found that it is working, i would highly recommend this book.

Good for dealing with stubborn wives!

Written by BigDan from Baltimore, MD on August 16th, 2007

  • Book Rating: 5/5

I'd never read any negotiation books, but the techniques are very effective. I've used them to dispell arguements with my wife since listening to it! It discusses "break through" negotiation, a technique to go around uncooperative opponents (Jui Jitsu/Judo/Aikido artists will appreciate this technique). I liked the fact that all major points are emphasized with chimes (kind of cheesy). This is good for people like me with ADD whose minds tend to wander. Narrator is energetic and engaging.

Good Basic Techniques

Written by Anonymous from Woodbine, MD on March 28th, 2006

  • Book Rating: 4/5

This is a great primer on keeping your cool and getting what you want in tough situations. It's not extensive, but the techniques he describes are simple and they WORK! I was in the middle of listening to it when I had a discussion with my spouse. Using Ury's techniques ("go to the balcony", "have a BATNA", etc.), I was able to prevent the discussion from becoming an argument, and we both got what we wanted out of it. I'm a fan!

Author Details

Author Details

Ury, William

William L. Ury co-founded Harvard’s Program on Negotiation where he currently directs the Global Negotiation Project. He is the author of The Power of a Positive No: How to Say No & Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, a five-million-copy bestseller translated into over twenty languages. "No other book in the field comes close to its impact on the way practitioners, teachers, researchers, and the public approach negotiation," comments the National Institute on Dispute Resolution. Ury is also author of the award-winning Getting Past No: Negotiating with Difficult People and Getting To Peace (released in paperback under the title The Third Side.)

Over the last 30 years, Ury has served as a negotiation adviser and mediator in conflicts 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. With former president Jimmy Carter, he co- founded the International Negotiation Network, a non-governmental body seeking to end civil wars around the world. During the 1980s, he helped the US and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In that capacity, he served as a consultant to the Crisis Management Center at the White House. Most recently, Ury has served as a third party in helping to end a civil war in Aceh, Indonesia, and helping to prevent one in Venezuela.

Ury has taught negotiation to tens of thousands of corporate executives, labor leaders, diplomats and military officers around the world. He helps organizations try to reach mutually profitable agreements with customers, suppliers, unions, and joint-venture partners.

Ury is also co-founder of the e-Parliament, which offers the 25,000 members of congress and parliament around the world an Internet-based forum in which they can learn from one another other about legislative solutions that work and together tackle global problems such as climate change, energy efficiency, and terrorism. His most recent project is the Abraham Path Initiative, which seeks to address the growing chasm between the world of Islam and the West by creating a permanent path of tourism and pilgrimage in the Middle East that retraces the footsteps of Abraham, the unifying figure of Judaism, Christianity, and Islam.

Ury is the recipient of the Whitney North Seymour Award from the American Arbitration Association and the Distinguished Service Medal from the Russian Parliament. His work has been widely featured in the media from The New York Times to the Financial Times and from ABC to the BBC.

Trained as a social anthropologist, with a B.A. from Yale and a Ph.D. from Harvard, Ury has carried out his research on negotiation not only in the boardroom and at the bargaining table but also among the Bushmen of the Kalahari and the clan warriors of New Guinea.