READ ´ Getting Past No Negotiating Your Way from Confrontation to Cooperation

READ Getting Past No Negotiating Your Way from Confrontation to Cooperation

READ ´ Getting Past No Negotiating Your Way from Confrontation to Cooperation Ö ❮Download❯ ➽ Getting Past No Negotiating Your Way from Confrontation to Cooperation Author William Ury – Gwairsoft.co.uk We all want to get to yes but what happens when the other person keeps sayingEments that satisfies both sides' needsGetting Past No is the state of the art book on negotiation for the twenty first century It will help you deal with tough times tough people and tough negotiations You don’t have to get mad Past No Negotiating PDFEPUB #227 or get even Instead you can get what you wan. This was an excellent book on the highlights of making progress in difficult negotiations As I don't need in depth knowledge this overview was perfect for improving my skills without going deep into a topic I don't need that much information about

William Ury ë 8 READ

We all want to get to yes No Negotiating MOBI #240 but what happens when the other person keeps saying no How can you negotiate successfully with a stubborn boss an irate customer or a deceitful coworkerIn Getting Past No William Ury of Harvard Law School’s Program on Negotiation offers a proven breakthro. Nothing new or shocking here but I was pleasantly surprised to learn that I do many of these things when faced with a difficult situation Ury also outlines the ways negotiations fall apart which was helpful by highlighting to me that I'm likely to give in too easily or look for an alternative to building what he calls the golden bridgeI think the most important lesson I learned from this book is in understanding the other person's perspective You may see the benefits of doing something a certain way but perhaps those benefits aren't what the other party is looking for Understanding how to achieve your own needs is only one half of the struggle

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Getting Past No Negotiating Your Way from Confrontation to CooperationUgh strategy for turning adversaries into negotiating partners You’ll learn how to• Stay in control under pressure• Defuse Getting Past Kindle anger and hostility• Find out what the other side really wants• Counter dirty tricks• Use power to bring the other side back to the table• Reach agre. Lots of useful information and I absolutely believe this process works I've even begun incorporating it into my negotiations at work with some success The reason for the 3 star rating is because while the principles may be timeless the examples used to illustrate them are very dated and I just got tired of reading about the Cold War and the Cuban Missile Crisis when I'm guessing there may have been one or two successful negotiations in the last 40 years that would prove eually illustrative and much current Favorite uotesThe purpose of negotiation is not always to reach agreement For agreement is only a means to an end and that end is to satisfy your interests The purpose of negotiation is to explore whether you can satisfy your interests better through an agreement than you could by pursuing your Best Alternative to a Negotiated Agreement BATNA Your BATNA is your walkaway alternative It’s your best course of action for satisfying your interests without the other’s agreementBATNA is the key to negotiating power Your power depends less on whether you are bigger stronger senior or richer than the other person than on how good your BATNA is If you have a viable alternative then you have leverage in the negotiation The better your BATNA the power you have Identify your BATNA Your BATNA should be your measuring stick for evaluating any potential agreement To identify your BATNA you should consider three kinds of alternatives First what can you do all by yourself to pursue your interestsSecond what can you do directly to the other side to make them respect your interestsThird how can you bring a third party into the situation to further your interestsOnce you’ve formulated your BATNA you should ask yourself 'Should I negotiate at all'Perhaps your BATNA is better than any agreement you could reach with the other person Remember too that the negotiation process itself is not free of costs It can take a lot of time and effort in the course of which your other alternatives may vanish Your decision to negotiate should therefore be a carefully considered one“A verbal contract isn’t worth the paper it’s written on”If the other side refuses to come to terms despite all your efforts it is usually because they believe they can win They believe that their best alternative to negotiation—their BATNA—is superior to your golden bridge You need to convince them that they are wrongUsing power to educate the other side works in tandem with building them a golden bridge The first underscores the costs of no agreement while the second highlights the benefits of agreement The other side faces a choice between accepting the conseuences of no agreement and crossing the bridgeYour power to bring the other side to terms comes not from the costs you are able to impose but from the contrast between the conseuences of no agreement and the allure of the golden bridge Your job is to keep sharpening the contrast until they realize that the best way to satisfy their interests is to cross the bridgeIn summary the five steps of breakthrough negotiation are 1 Go to the Balcony The first step is not to control the other person’s behavior It is to control your own When the other person says no or launches an attack you may be stunned into giving in or counterattacking So suspend your reaction by naming the game Then buy yourself time to think Use the time to reflect about your interests and your BATNA Throughout the negotiation keep your eyes on the prize Instead of getting mad or getting even focus on getting what you want Don’t react Go to the balcony 2 Step to Their Side Before you can negotiate you need to create a favorable climate You need to defuse the anger fear hostility and suspicion on the other side They expect you to attack or to resist So do the opposite Listen to them acknowledge their points and agree with them wherever you can Acknowledge their authority and competence too Don’t argue Step to their side 3 Reframe The next challenge is to change the game When the other side takes a hard line position you may be tempted to reject it but this usually only leads them to dig in further Instead direct their attention to the challenge of meeting each side’s interests Take whatever they say and reframe it as an attempt to deal with the problem Ask problem solving uestions such as “Why is it that you want that” or “What would you do if you were in my shoes” or “What if we were to” Rather than trying to teach the other side yourself let the problem be their teacher Reframe their tactics too by going around their stone walls deflecting their attacks and exposing their tricks Don’t reject Reframe 4 Build Them a Golden Bridge At last you’re ready to negotiate The other side however may stall not yet convinced of the benefits of agreement You may be tempted to push and insist but this will probably lead them to harden and resist Instead do the opposite—draw them in the direction you would like them to go Think of yourself as a mediator whose job is to make it easy for them to say yes Involve them in the process incorporating their ideas Try to identify and satisfy their unmet interests particularly their basic human needs Help them save face and make the outcome appear as a victory for them Go slow to go fast Don’t push Build them a golden bridge 5 Use Power to Educate If the other side still resists and thinks they can win without negotiating you need to educate them to the contrary You need to make it hard for them to say no You could use threats and force but these often backfire; if you push them into a corner they will likely lash out throwing even resources into the fight against you Instead educate them about the costs of not agreeing Ask reality testing uestions warn rather than threaten and demonstrate your BATNA Use it only if necessary and minimize their resistance by exercising restraint and reassuring them that your goal is mutual satisfaction not victory Make sure they know the golden bridge is always open Don't escalate Use power to educate