The Tim Ferriss Show

#721: Master Negotiator William Ury — Proven Strategies and Amazing Stories from Warren Buffett, Nelson Mandela, Kim Jong Un, Hugo Chávez, and More

Feb 13, 2024

William Ury, cofounder of Harvard's Program on Negotiation, shares his expertise as a negotiation guru. He recounts pivotal moments from the Camp David Accords to high-stakes dialogues with Kim Jong-un, emphasizing the importance of empathy and understanding interests. Ury discusses strategies for emotional management, the power of silence, and practicing respect in negotiations. He also introduces the concept of BATNA for confident decision-making and highlights the art of saying 'no' while maintaining positive relationships. Prepare to gain insights that can transform how you negotiate!

01:46:09

Episode guests

William Ury

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Highlights

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Episode notes

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Quick takeaways

Silence is a powerful tool in negotiations to defuse tensions and reflect.

Respect is fundamental in negotiations, shown through active listening and cultural understanding.

Consider your BATNA (Best Alternative to a Negotiated Agreement) for confidence and leverage in negotiations.

Utilize objective measures and data as powerful tools to support arguments and reach fair resolutions.

Deep dives

The Power of Silence and Going to the Balcony

Silence is a powerful tool in negotiations as it allows both parties to pause, reflect, and defuse tensions. Going to the balcony, or detaching from the situation to gain perspective, is also crucial in maintaining composure and making strategic decisions.

Understanding Interests and Writing the Other Side's Victory Speech in Negotiations

02:55

Techniques for Successful Negotiations

04:10

Mandela's Leadership in Negotiation, write the others victory speech, their language!

02:08

Respect in Negotiation

00:43

Intro

4min

Mastering Negotiation: Insights and Strategies from a Renowned Expert

3min

Pivotal Negotiations: From Academia to Diplomacy

25min

The Art of Self-Mastery in Negotiation

3min

Effective Emotional Management in Negotiations

6min

The Power of Silence and Respect in Negotiation

10min

Mastering Negotiation with BATNA

15min

Mastering the Art of Saying No

22min

Unlocking Interests in Negotiation

11min

10.

Insights and Support: A Reflection

6min

William Ury, cofounder of Harvard’s Program on Negotiation, is one of the world’s best-known experts on negotiation. He is coauthor of Getting to Yes, the all-time best selling negotiation book in the world; the author of one of my favorite books on negotiation (Getting Past No: Negotiating in Difficult Situations); and author of the new book: Possible: How We Survive (and Thrive) in an Age of Conflict.

Please enjoy!

Timestamps for this episode are available below.

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Timestamps:

[00:00] Start

[06:53] Connecting with Roger Fisher.

[10:08] Devising Seminars.

[12:31] Negotiating the Camp David Accords.

[18:23] Writing the other side's victory speech.

[21:17] Writing Kim Jong-un's victory speech.

[26:20] Pondering possibilities in the modern Middle East.

[29:26] Lessons from iconic possibilist Nelson Mandela.

[32:17] Going to the balcony.

[36:11] Mitigating the risk of emotional spiraling with Hugo Chávez.

[40:50] The power of silence.