Finance:Getting Past No

Getting Past NO is a negotiation handbook written by William L. Ury. It is the sequel to Getting to Yes and was published in September 1991 and revised in March 2007.

Overview

The books main points include:

• Have the joint problem-solving mentality together
• Break the 5 barriers to cooperation: your reaction, their emotion, their position, their dissatisfaction, their power.
• Prepare, prepare, prepare yourself by identifying/developing:
  • Interests of each side
  • Options
  • Standards
  • BATNA - Best Alternative To a Negotiated Agreement
  • What do you aspire to? What would you be content with? What could you live with?

The book has 5 main sections prescribing how a negotiator should get from the confrontation state to the cooperation state during a negotiation.