Getting Past No – How to Turn Resistance into Agreement Without the Fight
The Workplace Problem: Stalled Negotiations and Difficult People
Negotiations don’t always go smoothly. People resist, emotions escalate, and discussions break down. Whether it’s handling tough conversations with employees, negotiating workplace policies, or resolving conflicts, HR professionals and leaders often face roadblocks when trying to find common ground.
So what do you do when the other side refuses to cooperate?
What This Book is About
Written by William Ury, co-author of Getting to Yes, Getting Past No is a step-by-step guide to handling difficult negotiations when the other side is uncooperative, aggressive, or simply unwilling to engage.
The book provides a tactical approach to overcoming resistance, managing strong emotions, and steering negotiations toward a win-win resolution.
Key Takeaways for HR and Workplace Leaders
Don’t React—Stay in Control – When negotiations get heated, taking a step back prevents emotional escalation and keeps you in a position of strength.
The Five-Step "Breakthrough Negotiation" Process:
Go to the Balcony – Step back from the immediate conflict and see the bigger picture.
Step to Their Side – Listen actively and acknowledge their concerns to lower resistance.
Reframe the Problem – Shift the conversation from positions (what they demand) to interests (why they want it).
Build a Golden Bridge – Make it easy for the other side to say yes without feeling like they’ve lost.
Use Power to Educate, Not Coerce – Show the benefits of cooperation instead of trying to force agreement.
Turn "No" into "Not Yet" – Many refusals aren’t permanent—people just need time, understanding, and a new perspective.
Avoid the "Win-Lose" Mentality – The best negotiators find solutions where both sides feel heard and valued.
Silence Can Be a Powerful Tool – Instead of reacting immediately, pausing can create space for the other side to reconsider their stance.
Workplace Tools and Models from the Book
The "Going to the Balcony" Technique – A strategy for stepping back, detaching from emotions, and thinking strategically before responding.
The "Joint Problem-Solving" Model – Shifting difficult conversations from adversarial debates to collaborative problem-solving.
The "Golden Bridge" Approach – A method for helping resistant individuals accept solutions without feeling forced.
Why This Matters for HR and Workplace Leaders
HR professionals and executives navigate tough conversations all the time, from handling difficult employees to negotiating contracts and resolving disputes. Getting Past No provides strategies to:
✔ Turn resistance into productive dialogue.
✔ De-escalate workplace conflicts before they spiral.
✔ Negotiate solutions that work for both employees and leadership.
✔ Get buy-in on workplace policies without creating unnecessary friction.
How This Connects to Workplace Assessments and Restorations
Many workplace assessments reveal ongoing tensions and resistance, such as:
Employees rejecting workplace changes or new policies.
Managers struggling to gain buy-in on decisions.
Conflicts escalating because neither side wants to back down.
By applying Getting Past No principles, HR leaders can transform workplace resistance into cooperation, leading to smoother conflict resolution and stronger team collaboration.
How Can You Apply This?
➡️ Are workplace negotiations getting stuck in "no"?
➡️ Do difficult employees or leaders resist change at every step?
Learning how to break through resistance can lead to faster, more productive negotiations and stronger workplace relationships.
Where to Buy
Interested in reading Getting Past No? You can purchase it here:
📚 Amazon
📚 William Ury’s Official Site
