We negotiate everyday--about how much to pay suppliers, which investment plan to implement with our colleagues, where to go on vacation with our loved ones. For all of these negotiations, this book provides priceless advice. Advice like "building a golden bridge for your opponent to retreat upon" translates the human needs of those we negotiate with into actions we can take to get lasting results. Even better than Getting To Yes (also great), this is a must-read!
A key insight of his method is the possibility of being "soft on the people, hard on the problem." Negotiation is often associated with macho words like "bruising," "hard nosed," and "marathon" that it is easy to forget negotiation is not war pursued by other means. We negotiate as an alternative to battle, not as another version of it. Everyone wants an acceptable outcome and! would prefer to get to it without being harmed. Ury techniques for separating the issues from the personalities help produce resolutions without unnecessary upsets and leave all involved willing to negotiate another day.
Many books and articles use familiar examples from the news to illustrate their points. The difference with Getting Past No is that when Ury talks about the Cuban missile crisis is is with the authority of one who was in the room with JFK. He has also participated in labor negotiations, mergers and conversations with his children. His research and personal authority inform every suggestion.
If you are ready to reduce the time you spend capitulating and combating, if you are ready to start taking responsibility for crafting Win-Win agreements, then reading and applying this short book is your best start.
I'm very glad I read it, and I've already started applying its wisdom in my marriage -- good results.reviews: 1, 2, 3, 4, 5, 6, 7, page 8, 9
