Getting Past No : Negotiating Your Way from Confrontation to Cooperation

Customer Reviews

If you are in the fortunate position of having the opportunity and motivation to put what the book teaches to use as you read it, you will undoubtly find that it dramatically increases your ability to 'let others have your way' and reduces the stress of negotiating (or selling, or whatever else you want to call trying to get, or give, something to or from someone else). The steps and principles are short and simple enough for even the shortest and least focused memory to remember and employ, and despite [sic] being based on research at the Harvard Negotiation Project, you will find them consistent with your past experience and immeasurably valuable for your future.

Get this now and start getting past no.

Its conciseness is deceptive. The concepts expressed are profound. For example, I cannot count the number of clients to whom I have explained the concept of BATNA (best alternative to a negotiated agreement, i.e. what you do if the negotiations fail) before we head into a session of mediation or other negotiation. I have reread this book several times at widely spaced intervals and have found it better than I remembered each time.

I think this particular book is also much more helpful to those who participate in negotiations that are less structured than labor or arms negotiations that are highly choreographed than was _Getting to Yes_, which at times seemed to assume that all players in the negotiation would be using the same text.

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