10 insights on negotiation — william ury
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This presentation consists of highlights from the interview with Moe Abdou,
founder & host of 33voices®.
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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
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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
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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
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Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
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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
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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)
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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
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Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Stay in the zone - Only the present moment matters
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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)
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Insight #3
Commit to ‘Getting to Yes with Yourself’ by internalizing these six principles:
Give and receive - In that order
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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.
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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.
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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.
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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.
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Insight #8
“To observe without evaluating is the highest form of intelligence.”
- Jidda Krishnamurti
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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.
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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