Rating: 
Summary: At last, a proven, repeatable PROCESS!
Review: I recently embarked on a project to improve my negotiating skills. I read about half a dozen books and for the most part they left me wanting more. The main thing that was missing was a PROCESS."Getting Past NO" provides a simple, proven and repeatable process that you can take with you and hone in the real world.
Mr. Ury calls this process--Breakthrough Negotiation. The steps are: 1) Go to the balcony
2) Step to their side
3) Reframe
4) Build them a golden bridge
5) Use power to educate The book is very well written with excellent examples and wonderful stories and metaphors. The book is well organized and provides an excellent summary that helps ensure that you "get it".
Rating:
Summary: At last, a proven, repeatable PROCESS!
Review: I recently embarked on a project to improve my negotiating skills. I read about half a dozen books and for the most part they left me wanting more. The main thing that was missing was a PROCESS. "Getting Past NO" provides a simple, proven and repeatable process that you can take with you and hone in the real world.
Mr. Ury calls this process--Breakthrough Negotiation. The steps are: 1) Go to the balcony
2) Step to their side
3) Reframe
4) Build them a golden bridge
5) Use power to educate The book is very well written with excellent examples and wonderful stories and metaphors. The book is well organized and provides an excellent summary that helps ensure that you "get it".
Rating:
Summary: The 2nd Best Book on Negotiation
Review: I thing "Getting to Yes" is the best book on negotiation in the market. It sets the outline. "Getting Past No" shows how to win difficult partner over the way you think. As in "Getting to Yes", Ury uses successfully a 5 step method for his method called "breakthrough negotiation". 1) Don't react 2) Disarm them 3) change the game 4) Make it easy to say YES 5) Make it hard to say NO 5 excellent steps in winning over a reluctant negotiation partner. Simple and clear steps that can have a great impact. Getting Past No stands on its own. You don't need to have read Getting to Yes to understand and appreciate this one. Only do I love to go back to the basics of negotiation over and over, and their is for me no supplement to Getting to Yes.
Rating:
Summary: The 2nd Best Book on Negotiation
Review: I thing "Getting to Yes" is the best book on negotiation in the market. It sets the outline. "Getting Past No" shows how to win difficult partner over the way you think. As in "Getting to Yes", Ury uses successfully a 5 step method for his method called "breakthrough negotiation". 1) Don't react 2) Disarm them 3) change the game 4) Make it easy to say YES 5) Make it hard to say NO 5 excellent steps in winning over a reluctant negotiation partner. Simple and clear steps that can have a great impact. Getting Past No stands on its own. You don't need to have read Getting to Yes to understand and appreciate this one. Only do I love to go back to the basics of negotiation over and over, and their is for me no supplement to Getting to Yes.
Rating:
Summary: Could you possibly write a better book on negotiation?
Review: I'm not sure if you could possibly write a better book on negotiation. This small, thin, lightweight, Bantam paperback of 181 pages is both concise and well written. It is evident that author William Ury has devoted a considerable amount of thought and research to the subject. His extensive knowledge has allowed him to write THE definitive "How-To" book on negotiation. Throughout the book, Ury instructs his reader on how to approach specific parts of a negotiation, and how to react (or not react) if the other side does not act according to plan. The book advocates a considerable amount of psychological coaching in the event that one's emotions should threaten to divert a negotiator from his/her acknowledged goals. I found Ury's "Going to the Balcony" to be an extremely fresh approach to moderating one's anger in the face of unrelenting resistance. In addition to countless examples of negotiation in the business world, Ury also details how the art of negotiation permeates our daily lives. Whether it be negotiating with a teenager to get off the phone, or negotiating with a sales clerk to take back a defective item, we all seem to do our fair share of negotiating. For this reason, I highly recommend this book to anyone who aspires to become a more effective negotiator (in the most liberal sense of the word.)
Rating:
Summary: Impasse Blockbusting
Review: In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements. The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process. Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike. There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis.
Rating:
Summary: Impasse Blockbusting
Review: In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements. The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process. Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike. There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis.
Rating:
Summary: Impasse Blockbusting
Review: In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements. The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process. Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike. There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis.
Rating:
Summary: Excellent
Review: In one word, this is the description of the book. I read and studied Getting to Yes but this one is better. It is very easy to read and full of wisdom, particularly taking control of the emotions and going to the balcony. I am getting impatient (a wrong attitude in negotiation!) to experience in real life what I learnt.
Rating: 
Summary: Easy to read book for beginners
Review: It is the best book for the beginners to learn negotiations by in a day. The book is easy to read and to the point. For advance readers I will recommend "Essentials of negotiation by Lewicki et al"
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