A Joosr Guide to... Getting Past No by William Ury: Negotiating With Difficult People

By Joosr

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Have you ever been faced with wanting to negotiate a change with someone, but they refuse to even discuss the matter? Or is their idea of negotiation to propose a "take it or leave it" offer, without entering into further discussion? What should you do if your potential fellow negotiator is difficult and obstructive, or simply just mistrustful and suspicious of getting into discussions?

Whatever the underlying cause, Getting Past No is specifically aimed at negotiations where there is difficulty even getting the other person to talk to you, let alone come to a reasonable agreement. It demonstrates how to engage problematic people and get them to the negotiating table, at the very least. Then once you are actually negotiating, it shows how to keep discussions running smoothly and improve your chances of coming to a successful, mutually beneficial agreement.

You will learn:

· How to get the other person to trust you enough to come to the negotiating table, even if they have initially refused

· How to rephrase and reframe your language to give you the best possible chance of getting your way

· Strategies to use when faced with a seemingly non-negotiable "take it or leave it" offer.

• Language: English
• Publisher: Joosr
• Release date: Sep 30, 2016
• ISBN: 9781785674686

Book preview

takeaways

What’s it about?

How can you come to an agreement when your opponent won’t even come to the negotiating table? And what will convince them to play?

Getting Past No introduces breakthrough negotiation—the ability not just to come to a mutually beneficial agreement, but also to get reluctant or skeptical people to actually negotiate in the first place. It focuses in particular on negotiations where your (potential) fellow negotiator is difficult, obstructive, or perhaps just inexperienced, mistrustful, and suspicious of you.

If you have ever been faced with a flat no before even getting to a stage where you can negotiate, or if the other side’s only tactic is to present you with a take it or leave it offer, and no other choice, Getting Past No will help.

It gives both general and specific examples of how you can learn to persuade the other person that you are worth talking to, and, from there, how to help you to reach a final agreement. It may take patience and persistence, but the prize on offer is that you can end up with a positive agreed outcome, instead of having to settle for no.

First, take a step back emotionally

When dealing with other people, you unfortunately also have