Getting Past No - A Critique
Clarkson Univeristy – OS 666
Getting Past No
A Critique
Aaron Cubells
10/15/2013
In his book titled Getting Past No, William Ury encompasses the key elements that cultivate successful negotiation. He is able to step back and fundamentally view the dynamics between the two separate parties, which in turn allows him to formalize and explain a systemic set of guidelines that can be utilized to successfully negotiate. The tools he conveys are infinitely beneficial, especially since there are countless underlying forces that set each negotiation apart from one another. This leaves one to conclude that successful negotiation is truly an art in and of itself. Ury breaks down this art of successful negotiation into a “five step breakthrough strategy” that functionally operates to reach the ultimate goal: an agreement that truly satisfies both parties’ interests. First, one must become accustomed to not reacting and “going to the balcony” to keep their eye on the prize. Next, it is vital to disarm the opponent by stepping to their side and acknowledge where they are coming from. Within the third step, it is time to “change the game” by reframing the opposing party’s position, which avoids rejecting it completely. Subsequently, one has to make it easy for their opposition to say yes instead of no, or in Ury’s words, “building them a golden bridge.” The last step builds on its predecessor by making it hard for the other party to say no—bringing them to their senses, not their knees. This systematic approach to negotiating is abstract and not traditional, but these strategies can be used in the real world and hold priceless value. The following paragraphs explore these specific strategies and attest their relevance.
Ury begins his writing by introducing the tactic of “going to the balcony,” which he frequently refers back to throughout the entire book. This tool is the foundation to a successful negotiation; the most crucial building block that will lead both
Getting Past No
A Critique
Aaron Cubells
10/15/2013
In his book titled Getting Past No, William Ury encompasses the key elements that cultivate successful negotiation. He is able to step back and fundamentally view the dynamics between the two separate parties, which in turn allows him to formalize and explain a systemic set of guidelines that can be utilized to successfully negotiate. The tools he conveys are infinitely beneficial, especially since there are countless underlying forces that set each negotiation apart from one another. This leaves one to conclude that successful negotiation is truly an art in and of itself. Ury breaks down this art of successful negotiation into a “five step breakthrough strategy” that functionally operates to reach the ultimate goal: an agreement that truly satisfies both parties’ interests. First, one must become accustomed to not reacting and “going to the balcony” to keep their eye on the prize. Next, it is vital to disarm the opponent by stepping to their side and acknowledge where they are coming from. Within the third step, it is time to “change the game” by reframing the opposing party’s position, which avoids rejecting it completely. Subsequently, one has to make it easy for their opposition to say yes instead of no, or in Ury’s words, “building them a golden bridge.” The last step builds on its predecessor by making it hard for the other party to say no—bringing them to their senses, not their knees. This systematic approach to negotiating is abstract and not traditional, but these strategies can be used in the real world and hold priceless value. The following paragraphs explore these specific strategies and attest their relevance.
Ury begins his writing by introducing the tactic of “going to the balcony,” which he frequently refers back to throughout the entire book. This tool is the foundation to a successful negotiation; the most crucial building block that will lead both