Get to No

A detailed Summary of Get to No

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

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

(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, thin

Often we do not even realize we are reacting, because we are too enmeshed in the situation. Therefore, we

interests, certainly better than our BATNA can. Instead of getting mad or getting even, concentrate on

k constructively for both sides, and look for a mutually

If our opponent ignores our warning, we will need to take the next step: demonstrate our BATNA.

(4) STEP FOUR: Make It Easy To Say Yes Build Them A Golden Bridge

so because it is impossible to refuse anyone whom I do not like to talk to. It seems that I always react

is mutual satisfaction, not victory. We need to remind our opponent continually that the golden bridge is

Approximate Word count = 1155
Approximate Pages = 5 (250 words per page double spaced)

Category: Miscellaneous

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