--- product_id: 2862782 title: "Getting Past No: Negotiating in Difficult Situations" price: "RM89" currency: MYR in_stock: true reviews_count: 8 url: https://www.desertcart.com.my/products/2862782-getting-past-no-negotiating-in-difficult-situations store_origin: MY region: Malaysia --- # Top #19 in Business Negotiating books 208 pages of expert negotiation wisdom Revised edition since 1993 for timeless strategies Getting Past No: Negotiating in Difficult Situations **Price:** RM89 **Availability:** ✅ In Stock ## Summary > 🤝 Negotiate smarter, not harder — break past no and own every deal! ## Quick Answers - **What is this?** Getting Past No: Negotiating in Difficult Situations - **How much does it cost?** RM89 with free shipping - **Is it available?** Yes, in stock and ready to ship - **Where can I buy it?** [www.desertcart.com.my](https://www.desertcart.com.my/products/2862782-getting-past-no-negotiating-in-difficult-situations) ## Best For - Customers looking for quality international products ## Why This Product - Free international shipping included - Worldwide delivery with tracking - 15-day hassle-free returns ## Key Features - • **Reframe & Win:** Transform deadlocks by reframing issues for easier agreement. - • **Powerfully Educate:** Use your BATNA strategically to highlight the cost of no deal and seal the best agreements. - • **Build Bridges, Not Walls:** Offer smart concessions that cost little but create big wins with 'Build Them A Golden Bridge'. - • **Think Like Your Opponent:** Step into their shoes with 'Step To Their Side' and unlock mutual understanding. - • **Master the Art of Breakthrough Negotiations:** Learn the 5-step 'Breakthrough Strategy' to turn conflict into cooperation. ## Overview Getting Past No by William Ury is a definitive 208-page paperback guide offering a revolutionary 5-step negotiation method designed to transform confrontations into collaborative solutions. Since its 1993 revised edition, it remains a top-ranked, highly rated resource for professionals seeking to master difficult negotiations and achieve lasting agreements. ## Description Getting Past No: Negotiating in Difficult Situations [William Ury] on desertcart.com. *FREE* shipping on qualifying offers. Getting Past No: Negotiating in Difficult Situations Review: Impasse Blockbusting - In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements. The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process. Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike. There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis. Review: Difficult but rewarding - I found this a surprisingly difficult book to read. I don't mean it's badly written, quite the opposite, or that it's too technical. In fact, it's full of practical advice, it's very well organized, and it's immediately useful. However Ury's advice also goes against our gut feeling. The author outlines five steps to negotiating in a difficult situation to break through an impasse. 1. Go to the balcony. 2. Step to the other side. 3. Reframe. 4. Build a golden bridge. 5. Use power to educate. These five headings summarize themes for each main section. Stepping to the other side means putting yourself in the other person's place in order to see from their point of view how they could accept a solution. Reframing means restating the issues in a way that makes agreement easier. Building a golden bridge means, among other things, offering concessions that cost you little but gives the other side a lot. It also means pointing out to the other party the advantages to them of reaching an agreement. Using power to educate means, as a last resort, to use your own best alternative to a negotiated agreement (your BATNA) to point the cost of failing to agree. But before all that, when negotiations get difficult, one should go to the balcony. This means taking a break and not reacting in anger. When confronted or insulted in the midst of talks, it's quite natural to react in anger. Ury quotes Ambrose Bierce: "Speak when you are angry and you will make the best speech you will ever regret." In other words reacting feels good but doesn't get you what you want. Every page gives similar principles and illustrates them with pertinent examples; so much so that I couldn't read through this book quickly as I had to stop and think all the time. And that's why I found the book a difficult read. A little humbling and very useful. Vincent Poirier, Tokyo ## Technical Specifications | Specification | Value | |---------------|-------| | Best Sellers Rank | #42,313 in Books ( See Top 100 in Books ) #9 in Business Negotiating (Books) #254 in Motivational Management & Leadership #286 in Success Self-Help | | Customer Reviews | 4.6 4.6 out of 5 stars (1,128) | | Dimensions | 5.28 x 0.6 x 8.23 inches | | Edition | Revised | | ISBN-10 | 0553371312 | | ISBN-13 | 978-0553371314 | | Item Weight | 2.31 pounds | | Language | English | | Print length | 208 pages | | Publication date | January 1, 1993 | | Publisher | Bantam | ## Images ![Getting Past No: Negotiating in Difficult Situations - Image 1](https://m.media-amazon.com/images/I/71MXO3JrNEL.jpg) ## Customer Reviews ### ⭐⭐⭐⭐⭐ Impasse Blockbusting *by J***N on January 26, 2003* In his superb book, William Ury builds on the pricipals first put forth in his first book with Roger Fisher, "Getting To Yes." In "Getting Past No" Ury discusses the nuances and niceties of negotiating using a joint problem solving approach which is "interest based" rather than being "rights based" or "power based." Ury explains that the challenge is to convert a confrontational situation to a cooperative creative problem solving process, that integrates the parties in a negotiation into a cooperative mode, that results in the best long term agreements. The specific wonder of this book, is its focus on what to do, when you don't know how to get past a problem. Ury calls his method the "Breakthrough Strategy" and is virtually totally as applicable for mediators as it is for negotiators. In fact, several times, Ury mentions that a mediator may assist the process. Simply put, Ury contends that there are basically 5 things that one needs to do to preserve smooth negotiations and to break through an impasse if it occurs. He calls these 'steps' by the following designations: "Go To The Balcony", "Step To Their Side", "Reframe", "Build Them A Golden Bridge" and "Use Power To Educate." These simple concepts are extremely useful tools for negotiators and mediators alike. There is no disappointment in this book. The approach and the writing style are just superb. Once again, the Harvard Group, especially William Ury, have produced a book that anyone can gain from and is almost a must for those in dispute resolution and negotiation on a day to day basis. ### ⭐⭐⭐⭐⭐ Difficult but rewarding *by V***R on September 5, 2010* I found this a surprisingly difficult book to read. I don't mean it's badly written, quite the opposite, or that it's too technical. In fact, it's full of practical advice, it's very well organized, and it's immediately useful. However Ury's advice also goes against our gut feeling. The author outlines five steps to negotiating in a difficult situation to break through an impasse. 1. Go to the balcony. 2. Step to the other side. 3. Reframe. 4. Build a golden bridge. 5. Use power to educate. These five headings summarize themes for each main section. Stepping to the other side means putting yourself in the other person's place in order to see from their point of view how they could accept a solution. Reframing means restating the issues in a way that makes agreement easier. Building a golden bridge means, among other things, offering concessions that cost you little but gives the other side a lot. It also means pointing out to the other party the advantages to them of reaching an agreement. Using power to educate means, as a last resort, to use your own best alternative to a negotiated agreement (your BATNA) to point the cost of failing to agree. But before all that, when negotiations get difficult, one should go to the balcony. This means taking a break and not reacting in anger. When confronted or insulted in the midst of talks, it's quite natural to react in anger. Ury quotes Ambrose Bierce: "Speak when you are angry and you will make the best speech you will ever regret." In other words reacting feels good but doesn't get you what you want. Every page gives similar principles and illustrates them with pertinent examples; so much so that I couldn't read through this book quickly as I had to stop and think all the time. And that's why I found the book a difficult read. A little humbling and very useful. Vincent Poirier, Tokyo ### ⭐⭐⭐⭐ Nice addition to "Getting to Yes" *by B***E on July 6, 2008* Getting past no by William Ury is a nice addition to the basic concepts which were laid out in "Getting to yes". Basically, the content of both books is very similar, Getting to Yes provides the basis and Getting past No provides concrete advise for negotiating and elaborates on the things discussed in Getting to Yes. That said, Getting Past No can be read independently from Getting to Yes. The book describes five steps of "Break Through Negotiation". These steps are hard since they often reflect doing the opposite of what your natural reaction might be in the particular situation. These five steps are: - Don't react. Don't react when being attacked, but step back. - Don't argue. Instead try to agree with them and understand their position. - Don't reject. Don't reject their position, instead try to reframe their position to understand their underlying interests. - Don't push your ideas or proposal. Try to work together with them to make a proposal together which is best for both interests. - Don't escalate. When the above fails, don't escalate the situation and instead think about your alternative and try to describe the situation as it just happened. The book is very readable and has lots of good and useful examples. It's thin and easy to read in a relative short time. It doesn't contain THAT much information though, for more negotiation techniques check their "Getting to Yes". Recommended to read after Getting to Yes. ## Frequently Bought Together - Getting Past No: Negotiating in Difficult Situations - Getting to Yes: Negotiating Agreement Without Giving In - Difficult Conversations: How to Discuss What Matters Most --- ## Why Shop on Desertcart? - 🛒 **Trusted by 1.3+ Million Shoppers** — Serving international shoppers since 2016 - 🌍 **Shop Globally** — Access 737+ million products across 21 categories - 💰 **No Hidden Fees** — All customs, duties, and taxes included in the price - 🔄 **15-Day Free Returns** — Hassle-free returns (30 days for PRO members) - 🔒 **Secure Payments** — Trusted payment options with buyer protection - ⭐ **TrustPilot Rated 4.5/5** — Based on 8,000+ happy customer reviews **Shop now:** [https://www.desertcart.com.my/products/2862782-getting-past-no-negotiating-in-difficult-situations](https://www.desertcart.com.my/products/2862782-getting-past-no-negotiating-in-difficult-situations) --- *Product available on Desertcart Malaysia* *Store origin: MY* *Last updated: 2026-05-06*