Getting Past No: Negotiating in Difficult Situations

William Ury’s solo follow-up to “Getting to Yes” that addresses the tougher question: what do you do when the other side will not cooperate? While “Getting to Yes” assumes both parties are willing to negotiate in good faith, “Getting Past No” provides a five-step strategy for situations where they are not.

Why This One

This is Ury’s most practical book for dealing with resistance and hostility. The five-step breakthrough strategy (go to the balcony, step to their side, reframe, build a golden bridge, use power to educate) gives you a sequence for transforming adversaries into partners. Each step builds on the previous one, creating a pathway from confrontation to cooperation.

The “go to the balcony” technique, stepping back mentally to observe the situation rather than reacting to it, has become one of the most widely cited concepts in negotiation. Ury’s ability to explain complex dynamics through memorable metaphors is on full display here.

What to Expect

A concise 208-page book that moves fast and stays practical. Ury draws on examples from international diplomacy, corporate battles, and everyday disputes. The writing is clear, the advice is specific, and the book can be read in a few hours. For readers already familiar with “Getting to Yes,” this is the natural next step.