by William Ury
Ury argues that in the 95 percent of negotiations where the other side refuses to play fair, the path forward is a five-step breakthrough strategy: go to the balcony, step to their side, reframe, build them a golden bridge, and use power to educate. He treats difficult negotiations as a joint problem rather than a contest of wills.
In this collection, Getting Past No references 3 other books.
It draws on The Art of War, Influence and How to Win Friends and Influence People.
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Ury directly borrows Sun Tzu's Art of War injunction to build your opponent a golden bridge to retreat across and makes it the fourth step of his breakthrough negotiation method
Draws on Cialdini's Influence principles of reciprocity and consistency when teaching how to step to their side and reframe hard-bargainer tactics into joint problem-solving
Applies Carnegie's How to Win Friends advice to see things from the other person's point of view as the core of step two, step to their side
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