Summary of Getting Past No

Negotiating in Difficult Situations

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Getting Past No book summary
Negotiate for what you want by treating your opponents with respect, reframing their demands and building a bridge.


8 Overall

10 Applicability

7 Innovation

8 Style


Best-selling author William Ury has the topic of negotiation down cold. Reading this classic book (originally released in 1991) is a pleasure and the reasons it became a bestseller are obvious: It is clear, concise and eminently readable. This book has such wide appeal that getAbstract recommends it to all businesspeople and to anyone who ever needs to negotiate about anything – from cops bargaining with hostage takers to consumers pushing for the best car prices. Read this book and become a better negotiator.

In this summary, you will learn

  • How to use the five-step “breakthrough negotiation” strategy
  • How to make adversaries into negotiating partners by being strategic and indirect
  • How to handle difficult tactics


The Negotiation Revolution
In today’s interconnected, contentious world, conflict is a way of life. But so is negotiation, which is any interactive communication process undertaken to reach an agreement with other parties. Negotiations do not have to be formal. They can take place in stores...
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About the Author

William Ury, Ph.D., is a negotiator, public speaker and author. He is co-founder and senior fellow of the Harvard Negotiation Project. He is the co-author of Getting to Yes and Getting Disputes Resolved, and the author of The Third Side, Getting to Peace and The Power of a Positive No, among other books.

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