10 insights on negotiation — william ury
Post on 15-Jul-2015
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This presentation consists of highlights from the interview with Moe Abdou,
founder & host of 33voices®.
William Ury, co-founder of Harvard’s Program on Negotiation, is one of the world’s leading experts on negotiation and mediation. He is currently a
Distinguished Senior Fellow at the Harvard Negotiation Project.
He is the author of Getting to Yes with Yourself, The Power of a Positive No, Getting Past No, and The Third Side, and co-author of Getting to Yes.
William Ury@williamurygty
Co-founder Harvard’s Program on Negotiation
The most effective negotiators are the best listeners, for they know the secret to negotiation lie in being soft on the people
and hard on the problem.
Insight #1
Insight #2
The biggest obstacle of ‘Getting To Yes’ isn’t your opposition, it’s yourself.
“Let him who would move the world first move himself.”
- Socrates
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Put yourself in your shoes - Know your underlying interest, your position and why
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Develop your inner BATNA - Know your walkaway strategy (the best alternative
to a negotiated agreement)
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Reframe your picture - Shift from thinking that you’re on opposite sides to believing
that you’re on the same side
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Stay in the zone - Only the present moment matters
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Respect them even if - Human respect and dignity costs you nothing (honor it)
Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Give and receive - In that order
Insight #4
Perceived fairness plays a big role in negotiation; it’s a fool who lets the other side
discern that you’re trying to win at their expense. They’ll either walk away or store it in
their memory bank for future negotiations.
Insight #5
Those who see humanity as one family always bring a third side to each negotiation, for it r
eminds each party that its not necessarily our difference that are at stake: its human dignity.
Insight #6
Begin important negotiation by giving advice and risk being resisted. Ask questions,
listen and be present instead, and you’ll uncover the impetus to ‘Getting To Yes’:
the other party’s deepest values.
Insight #7
Above all else, admired negotiators value their sense of self, for they know that
no single negotiation will define the essence of their legacy. Integrity, honesty and
fair dealing is a lifetime pursuit.
Insight #8
“To observe without evaluating is the highest form of intelligence.”
- Jidda Krishnamurti
Insight #9
It’s always wise to separate the people from the problem. Deal with the
people as human beings and with the problem on its merits.
Insight #10
The masters of negotiation make ‘going to the balcony’ their most important destination, for it’s the place where they gain perspective,
self-control and a sense of calm.
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Presentation created by Chase Jennings
Insights by Moe Abdou
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