Getting Past No
by William Ury
The sequel to Getting to Yes for when the other side will not play: go to the balcony (do not react), step to their side, reframe, build a golden bridge, use power to educate rather than defeat. It is concise and practical, and more useful than its predecessor for real conflicts with difficult people.
Read it if…
you negotiate with people who stonewall, attack or refuse to engage.
Skip it if…
you want persuasion tactics for easy audiences; this is for hard ones.
Three things you will actually use
- Do not react; go to the balcony.
- Disarm by stepping to their side first.
- Make it easy for them to say yes; build the bridge.
Do this first
Next time you are provoked, name your reaction silently and pause before responding; that is the balcony.
Our verdict
Concise and genuinely useful.
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