HBR IdeaCast
To Negotiate Better, Start with Yourself
Mar 5, 2024
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.
26:51
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Quick takeaways
- Negotiation success hinges on self-awareness and overcoming personal obstacles.
- Understanding underlying needs and active listening are vital in negotiation for successful outcomes.
Deep dives
Conflict Is Essential for Change and Growth
Conflict is not necessarily negative but essential for change, growth, and evolution. The best decisions often stem from considering various perspectives and finding solutions that incorporate diverse views. In a digitally connected world where differences are highlighted, healthy conflict fosters vibrant democracies, marriages, and businesses, emphasizing that handling conflicts constructively through negotiation is crucial.
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