If you were expecting the same breakthrough content that informed "Getting to Yes," you won't be happy with this book, it's true.

However, there are clear roadmaps here for handing difficult or obstructionistic people. The book outlines simple, practical steps for breaking down resistence, such as:

1) Go to the balcony
2) Step to their side
3) Reframe
4) Build them a golden bridge
5) Use power to educate

In my experience, the most valuable of these are going to the balcony and reframing. Sometimes, if a person hits you as difficult or unfair, it is hard to see the issues from their perspective unless you take the boradest possible view. And we can never think as clearly as when our emotions are engaged.

It's a good book - not as great as "Getting to Yes," but very, very good.

GETTING PAST NO by William Ury is well written and will become a classic must-read if it is not already. The book is brief, easy-to-read yet is strinkingly powerful and useful. The primary benefit from reading this book is how pratical it is. You can use the tools, tactics, and concepts in this book in professional life, business or even to negotiate with friends. In summary, if you want to improve your ability to negotiate, you would be doing yourself a very big favor by acquiring a copy of this book.

HIGHLIGHTS:
The aim of a negotiation is to reach a mutually beneficial outcome for the parties involved. To accomplish that end, you must identify your interests and your prize (desireable outcome). Further, you must also accurately identify your "opponent's" interests as well. What concerns might the other party have? Needs? A person's needs can be tangible as well as intangible such as the need to safe-face or be respected.

The strategy to negotiate effectively to reach a mutually beneficial outcome include (1) an objective and honest analysis of the negotiation and the process; (2) understanding the other party or parties by seeing the situation from their perspective; (3) reframing the negotiation to focus on satisfying interests and not on "positional statements;" (4) make it difficult for the other side to say no by building a "golden bridge" by acknowledging, involving, and respecting the other side; (5) bringing the other side to their senses by educating them on the consequences from not reaching a mutually satisfying agreement.


CLOSING
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In closing, the organization of the book and the clarity in which the concepts are explained really add to the value of the book and makes it easier for readers to apply the material. A useful tool is the BATNA, which is your Best Alternative To a Negotiated Agreement; this is your measuring tool for the agreement you reach. It is also important to identify as well as develop one's BATNA when necessary to determine whether or not one should even negotiate. The author explains negotiations superbly, and virtually every aspect is covered from tactics (obstructive, offensive, depective) to pratical steps to draw the other side in to the negotiation process. I quite confidently recommend this book.


I hope the above was useful,
Clovis

"Getting Past No" further elaborates on the ideas based on Ury's first book "Getting to Yes." I read it front to back, probably 4-5 times now and I take something new from it everytime. The best thing about this book is that it bridges the gap between negotiation models and conflict resolution books--something that I've seen very little of on the bookshelf. The techniques that Ury offers are not industry specific and can be applied to both business, professional, or interpersonal relationships. He also writes it in a very easy to understand format, with each chapter being a new step in the process. Ury is right on when he says that overcoming difficult people are one of the biggest obstacles in a negotiation and his approach is the benchmark that I have been using in my own teachings and in my own book.

I bought this book expecting to see a refinement or elaboration of the strategies explained in, "Getting to Yes!". I was extremely disapointed!

The first step, "Go to the balcony" basically says to take a time-out to get some perspective. Come on! Negotiations happen quickly. How often do we have the luxury of "sleeping on it". I need a strategy that can be used on the fly.

There is too much focus on being congenial: "Acknowledge their point/feelings", "Offer an Apology", "Agree Wherever You Can". Sure it's important to understand their interests, but don't compromise yourself just to make them happy. Getting to yes puts it much better, "Soft on then people, hard on the problem".

Skip this book. If looking for a great negotiation book, then buy "Getting to Yes".

This is probably the most useful book I've ever read. I'm kicking myself for not reading it sooner. 1000 thanks to Dr. Ury. This is one title you will never regret buying.