The Word No

The Word No Essay, Research Paper

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The summary of “Getting Past No”

(0) Introduction

Each of us has to face tough negotiation with an irritable spouse, an ornery boss, a rigid

salesperson, or a tricky customer. Under stress, even kind, reasonable people turn into angry, intractable

opponents.

In order to reach a mutually satisfactory agreement in an efficient and amicable fashion, this book

introduces us the strategy of breakthrough negotiation. The breakthrough strategy is counterintuitive: it

requires us to do the opposite of what we might naturally do in difficult situations. In addition, the essence

of the breakthrough strategy is indirect action. Rather than trying to break down opponent’s resistance, we

make it easier for him to break through it themselves. In short, breakthrough negotiation is the art of letting

the other person have our ways.

(1) STEP ONE: Don’t React \ Go To The Balcony

The first step we need to do in dealing with a difficult person is not to control his behavior but to

control our own. Because when we react-act without thinking, we usually neglect our interests.

“Going to the balcony” means distancing ourselves from our natural impulses and emotions. From the

balcony we can calmly evaluate the conflict, think constructively for both sides, and look for a mutually

satisfactory way to resolve the problem.

One the balcony, the first thing we need to do is figure out our interests. We also need to identify our

BATNA- our Best Alternative To a Negotiated Agreement. The agreement must satisfy our interests better

than our BATNA could. Our BATNA should be our measuring stick for evaluating any potential

agreement.

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