“Behind every no, there is a yes waiting to be discovered.”
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 satisfy 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!
Best Key Lessons from Getting Past No:
Stay Calm Under Pressure: In tense negotiations, controlling your emotions is crucial. Staying calm helps you think clearly and maintain control over the situation.
Defuse Hostility: When faced with anger or hostility, don’t escalate the situation. Instead, try to understand the underlying concerns and show empathy to bring the conversation back on track.
Focus on Interests, Not Positions: Instead of focusing on rigid positions, explore the interests behind those positions. This creates room for creative solutions that benefit both sides.
Ask Questions and Listen: To truly understand the other party’s needs and concerns, ask open-ended questions and listen actively. This not only helps you gather valuable information but also fosters trust.
Use Power Strategically: Power is not about dominance; it’s about using leverage to bring the other party back to the table and find common ground.
Stay Persistent and Flexible: Don’t give up after hearing “no.” Persistence combined with flexibility allows you to pivot and find new ways to achieve a win-win solution.
Counter Dirty Tricks with Integrity: Recognize when the other party is using manipulative tactics and respond with integrity, countering dishonesty or pressure with calm and rational alternatives.
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