Getting Past No

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Getting Past NO is a negotiation handbook written by William L. Ury. It is the sequel to Getting to Yes and was published in September 1991 and revised in March 2007.

Overview[edit]

The books main points include:

  • Have the joint problem-solving mentality together
  • Break the 5 barriers to cooperation: your reaction, their emotion, their position, their dissatisfaction, their power.
  • Prepare, prepare, prepare yourself by identifying/developing:
    • Interests of each side
    • Options
    • Standards
    • BATNA - Best Alternative To a Negotiated Agreement
    • What do you aspire to? What would you be content with? What could you live with?

The book has 5 main sections prescribing how a negotiator should get from the confrontation state to the cooperation state during a negotiation.

References[edit]