William Ury, co-founder of Harvard’s Program on Negotiation and co-author of 'Getting to Yes,' shares transformative insights on negotiation. He emphasizes that the biggest hurdle is often oneself rather than the opponent. Ury challenges the negative view of conflict, advocating for its potential in growth. He introduces the philosophy of possibility, urging creative thinking. Practical techniques like the 'five why' exercise and empathetic questioning are highlighted to enhance negotiations, making it clear that refining these skills is vital in today's conflict-active world.
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insights INSIGHT
Conflict's Role
Conflict is crucial for growth, change, and evolution in individuals, organizations, and even democracies.
The key is not to eliminate conflict, but to learn how to handle it constructively through negotiation.
insights INSIGHT
Negotiation's Evolution
The changing power dynamics in modern conflicts require a shift in negotiation approaches.
Negotiation has become more horizontal and involves more participants, increasing the need for effective conflict resolution.
volunteer_activism ADVICE
Self-Awareness in Negotiation
In negotiations, the biggest obstacle is often our own reactive tendencies.
Suspending our reactions and thinking before acting is crucial for achieving desired outcomes.
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Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation. This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria. The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties. It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties[1][4][5].
Possible
William Ury
In 'Possible: How We Survive and Thrive in an Age of Conflict,' William Ury draws on his decades of experience as a negotiator to offer practical strategies for navigating conflict. The book emphasizes the importance of listening, understanding the other side's perspective, and finding creative solutions that satisfy everyone's interests. Ury introduces the concept of 'possibilism,' encouraging readers to cultivate curiosity, creativity, and collaboration to overcome challenges. Through compelling real-world examples, he demonstrates how seemingly impossible situations can become possible with the right approach. The book provides a powerful framework for resolving conflicts in personal, professional, and global contexts.
The coauthor of the classic book Getting to Yes has new advice on how to negotiate, designed for a world that feels more conflicted than ever. William Ury, cofounder of Harvard’s Program on Negotiation, has come to learn that the biggest obstacle in a negotiation is often yourself—not your opponent. Ury, who also coined the term BATNA, explains the latest thinking from his research and consulting. He shares his tried-and-true methods for overcoming yourself to negotiate better outcomes at work and in life. Ury wrote the new book Possible: How We Survive (and Thrive) in an Age of Conflict.
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