"Getting Past No" is a book written by William Ury, a negotiation expert. The book provides a step-by-step guide on how to effectively negotiate in difficult situations.
The book begins by introducing the concept of the "Negotiating Paradox," which states that the more we try to assert our position, the more resistance we encounter, and the more we try to overcome resistance, the more it increases. Ury argues that the key to getting past this paradox is to understand the other party's interests and concerns and to find a way to address them.
The book then goes on to provide a five-step process for effectively negotiating in difficult situations:
- "Separate the people from the problem" - This step involves understanding the other party's underlying interests and concerns, and separating them from the positions they are taking.
- "Focus on interests, not positions" - This step involves identifying the underlying interests of both parties and finding a way to address them.
- "Invent options for mutual gain" - This step involves brainstorming creative solutions that meet the interests of both parties.
- "Insist on using objective criteria" - This step involves using objective standards to evaluate the proposed solutions.
- "Know your BATNA" - This step involves understanding your own best alternative to a negotiated agreement (BATNA) and being prepared to walk away if the other party's offer is not acceptable.
Throughout the book, Ury provides practical examples and exercises to help readers apply the concepts in real-world situations. He also discusses how to handle difficult negotiations, such as those involving power imbalances, and offers strategies for dealing with difficult people.
Overall, "Getting Past No" is a comprehensive guide to negotiation that provides a practical, step-by-step approach for effectively navigating difficult situations. It is a valuable resource for anyone looking to improve their negotiation skills and achieve mutually beneficial outcomes.
