- 1. QuickTime and a
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are needed to see this picture.decompressorGetting To YES: Using
aPositive NoThe Art of Negotiation William Ury Harvard Negotiation
Project 2010 William L. Ury1
2. QuickTime and
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are needed to see this picture. decompressorObjectives Set up
negotiating environment for success Change the game from
confrontation to cooperation Become a negotiation champion 2010
William L. Ury 2 3. QuickTime and
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are needed to see this picture. decompressor Your Negotiating
Situation Who are the parties? What is the issue? What do you want?
What do they want? 2010 William L. Ury 3 4. QuickTime and a
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are needed to see this picture.decompressor ApproachesHigh Concern
for Their InterestsLowLow HighConcern for Our Interests 2010
William L. Ury4 5. QuickTime and a
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are needed to see this picture.decompressor Hard Adversarial
ApproachHigh Concern for Their InterestsLowLow HighConcern for Our
Interests 2010 William L. Ury5 6. QuickTime and a
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are needed to see this picture.decompressorSoft Accommodating
ApproachHigh Concern for Their InterestsLowLowHigh Concern for Our
Interests 2010 William L. Ury6 7. QuickTime and a
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are needed to see this picture.decompressorAvoidance ApproachHigh
Concern for Their InterestsLowLow High Concern for Our Interests
2010 William L. Ury7 8. QuickTime and a
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are needed to see this picture.decompressorMutual Gains
ApproachHigh Concern for Their InterestsLowLow High Concern for Our
Interests 2010 William L. Ury8 9. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorTheme: Focus on
InterestsPosition:Concrete demands or stancesInterests:Underlying
motivations -needs, desires, fears, concerns 2010 William L. Ury 9
10. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor3 Critical Challenges1.
Instead of avoiding: Focus on interests2. Instead of accommodating:
Protect your interests3. Instead of attacking: Connect with their
interests 2010 William L. Ury 10 11. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 11 12. Focus QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor 1. Go to the BalconyA
place of Perspective Calm Self control Keep Your Eyes on the Prize
2010 William L. Ury 12 13. 1. Balcony QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Stop to Think Take as
much time to prepareas to talk Count to 10 before responding Let me
make sure I understand Take frequent time-outs 2010 William L. Ury
13 14. 1. Balcony QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Suspend Your Reaction
Observe your natural reaction Respond in kind Break off Give in
Identify your hot buttons Have (vs. be) your emotions 2010 William
L. Ury 14 15. 1. Balcony QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Your Balcony Hot
ButtonsTechniques 2010 William L. Ury 15 16. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 16 17. Protect QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor 2. Develop Your BATNA
(Best Alternative To a Negotiated Agreement) AgreementNegotiation
BATNABest course of action if you cannot reach agreement 2010
William L. Ury 17 18. 2. BATNA QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorWhat BATNA Is and Is
NOT(Best Alternative To a Negotiated Agreement) A back up plan, not
a fallback option A benchmark, not a bottom line Empowerment for
you, not punishment for them 2010 William L. Ury 18 19. 2. BATNA
QuickTime and
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are needed to see this picture. decompressorUse BATNA to Determine
Your Bottom LineBATNA Bottom line Bottom line = minimum acceptable
agreement 2010 William L. Ury 19 20. 2. BATNA QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorDevelop Your BATNA
Brainstorm many alternatives,develop a few, select one Develop a
sequence of BATNAs -from intermediate to ultimate Look for creative
alternatives - e.g.mediation BATNA = POWER 2010 William L. Ury 20
21. 2. BATNA QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Know Their BATNA, Too
What is their BATNA? What is the worst they can do to you? (Your
WATNA) Take away their stick 2010 William L. Ury 21 22. QuickTime
and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 22 23. Connect QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor 3. Step to Their
SideFrom Face to Face to Side by Side 2010 William L. Ury 23 24. 3.
Their Side QuickTime and
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are needed to see this picture. decompressorPut Yourself in Their
Shoes Listen more than you talk Listen to understand, not to refute
Paraphrase 2010 William L. Ury 24 25. QuickTime and
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are needed to see this picture. decompressor 2010 William L. Ury 25
26. QuickTime and
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are needed to see this picture. decompressor 2010 William L. Ury 26
27. 3. Their Side QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor The Power of Respect
To look again (re-spect) -- to see theOther To give value to
yourself and theOther To pay positive attention to theOther 2010
William L. Ury 27 28. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 28 29. FocusQuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor4. Reframe Reframing is
one of your greatest powers Move the spotlight away from positions
to interests, options, and criteria Ask problem-solving questions
2010 William L. Ury 29 30. 4. ReframeQuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorReframe Positions as
InterestsAsk why:Help me understand your needs. What will this
achieve for you?Ask why not?: What would be wrong with?As I
understand your interests, they are Where have I misunderstood
them? Dont reject, redirect 2010 William L. Ury 30 31. 4.
ReframeQuickTime and
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are needed to see this picture. decompressor Reframe Positions as
Options Invent before you evaluate Brainstorm a wide range of
options Leverage differences Brainstorm jointly as wizards 2010
William L. Ury 31 32. 4. ReframeQuickTime and
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are needed to see this picture. decompressorUse Objective
Criteria(independent standards for decidingwhat is fair) Market
value Costs Precedent Efficiency Law Equal treatment Reciprocity
Scientific judgment 2010 William L. Ury 32 33. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 33 34. ProtectQuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor5. Deliver a Positive
NO Begin with a Yes to your interests Proceed with a neutral,
matter-of-fact No End with a Yes: a constructive proposal Stand on
your feet, not on their toes 2010 William L. Ury 34 35. QuickTime
and
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are needed to see this picture. decompressor 2010 William L. Ury 35
36. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Help Them Move Through
theProcess of Acceptance AngerAnxietySadnessDenial Acceptance
AvoidanceProblem- solving 2010 William L. Ury 36 37. What is Your
Yes! No. Yes? QuickTime and a
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are needed to see this picture.decompressorBecause I/weYes!stand
for/need I say No to/willnot No. I thereforepropose Yes? 2010
William L. Ury37 38. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 38 39. Connect QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor6. Build a Golden
Bridge Start from where their thinking is: Make it attractive for
them to say YES. 2010 William L. Ury 39 40. 6. BridgeQuickTime and
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are needed to see this picture. decompressor Satisfy Unmet
NeedsExamples: Recognition Security Autonomy Power 2010 William L.
Ury 40 41. 6. BridgeQuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Help Write Their
Victory Speech Imagine that they say Yes toyour proposal How could
they sell this to theirconstituents? What would be their key
talkingpoints? 2010 William L. Ury 41 42. 6. BridgeQuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorTheir Victory SpeechTh
Con ency(i.e., the boss, union m rs, city council, etc.)eir stitu
irembeKeyThemes Thir Vic ry S h of eto peec1.2.3.4.Mo L st
ikelyCriticismsBes R pont es ses1. 1.2. 2.3. 3. 2010 William L. Ury
42 43. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressor Interests-Based
Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir
Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E
2010 William L. Ury 43 44. QuickTime and
a..............................................................................................................................................................
are needed to see this picture. decompressorMuch Successin Your
Negotiations! 2010 William L. Ury 44