Getting Past No

In 'Getting Past No,' William Ury presents a five-step strategy for negotiating with uncooperative or intransigent opponents.

The steps include controlling your own emotions (Go to the Balcony), disarming the opponent by stepping to their side, building a 'golden bridge' to facilitate agreement, making it hard for the opponent to say no, and using power to educate the other side on the mutual benefits of agreement.

Ury emphasizes the importance of active listening, acknowledging the other side's points and feelings, and using gentle persuasion to turn confrontation into cooperation.

The book is designed to help negotiators in various situations, from professional to personal, by focusing on joint problem-solving and maintaining respect for the other party.