Getting Past No by William Ury

Author:William Ury
Language: eng
Format: epub
ISBN: 9780553903645
Publisher: Random House Publishing Group
Published: 2007-04-16T16:00:00+00:00

Take the stone wall seriously, but test it. A third approach is to test the stone wall to see if it’s real. For instance, treat your opponent’s deadline seriously, but as it approaches, arrange to be called away for an urgent phone call or meeting. Hostage negotiators, for example, will find some credible but “uncontrollable” event, such as a bank holiday, that makes it impossible for them to assemble the ransom money in time to meet the terrorists’ deadline. One leading negotiator explains, “We like deadlines. The shorter, the better. Because once you’ve broken the deadline, you’ve knocked them off their game plan.”

Another way to test a stone wall without directly challenging it is to ask questions. If a car salesperson declares that the price is final, you can ask whether you could get financing or a good trade for your old car. If the salesperson begins to show flexibility, you will have determined that the price may not in fact be final.

Don’t forget that you can sometimes turn the other side’s stone wall to your advantage. If they have given you an inflexible deadline, for example, you can say, “I’d like to be able to convene the board to make you a more generous offer, but in view of the time problem, this is the best I can do at the moment.” Or “To meet your deadline, we’ll need your help. Can you take care of pick-up and delivery?”

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