Canonical · Negotiation & Persuasion · Book

The Power of a Positive No

William Ury · 2007

"A well-formed 'no' isn't a wall — it's a 'yes-no-yes' sandwich that protects what you actually value while still leaving the relationship and a path forward intact."

The idea

One of the co-authors of Getting to Yes wrote a sequel about the word that book never fully addressed: how do you refuse, firmly, without the relationship or the deal collapsing?

Why it works

The takeaway — recall it first

Getting to Yes

"Negotiation goes better when you separate the people from the problem and argue over underlying interests instead of fixed positions."

Roger Fisher & William Ury · BookContinue→