Ideas to Ponder: The Walk from "no" to "yes"

In today's post, I have covered learnings from Willian Ury on how to negotiate in tough situations. William Ury, author of well renowned book -"Getting to Yes," offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations -- from family conflict to, perhaps, the Middle East in a TED talk. Watch the video:

He Offers a simple fact sheet for managing any kind of negotiation. Here is goes...

1. GO TO THE BALCONY

          • Stop to think

          • Look: Keep your eyes on the prize

          • Identify the stakeholders

          • Listen to yourself: reactions, emotions

2. STEP TO THEIR SIDE

           • Put yourself in their shoes

           • Listen more than you talk

           • Acknowledge their point

           • Use trust-building measures

3. FOCUS ON INTERESTS

           • Probe behind positions

           • Ask "Why?" "Why not?"

           • Replace "But" with "Yes And"

           • Use a Positive No

4. INVENT OPTIONS

           • Invent before you judge

           • Ask advice, ask "What if?"

           • Make a Yes-able proposal

5. USE OBJECTIVE CRITERIA

           • Prepare independent standards

                 (e.g. market value, precedent)

           • Put reasons first, price later

6. DEVELOP YOUR BATNA

           • Best Alternative To a Negotiated Agreement

           • Develop yours, estimate theirs

7. BUILD A GOLDEN BRIDGE

           • Satisfy unmet needs

           • Build on their ideas

           • Imagine their victory speech

Watch him: Negotiating for Sustainable Agreements (59:46 mins)


It is 19th of many posts under "Ideas to Ponder series". Visit all of them here.

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