Friday, December 17, 2010

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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