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

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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!

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ANECDOTE

Camp David Breakthrough

William Ury recounts how a devising seminar led to a breakthrough at Camp David.
The one-text process, focusing on interests over positions, helped achieve a lasting peace treaty.

ADVICE

Victory Speech Exercise

Write the other side's victory speech to understand their motivations in a negotiation.
Help them justify their 'yes' to their stakeholders.

ANECDOTE

Dennis Rodman's Influence

William Ury used Dennis Rodman's insights on Kim Jong-un to understand his motivations.
This helped de-escalate tensions between North Korea and the U.S.

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Secrets of power negotiating

Roger Dawson

Getting Past No

Negotiating With Difficult People

William Ury

In 'Getting Past No,' William Ury presents a five-step strategy for negotiating with uncooperative or intransigent opponents. The steps include controlling your own emotions (Go to the Balcony), disarming the opponent by stepping to their side, building a 'golden bridge' to facilitate agreement, making it hard for the opponent to say no, and using power to educate the other side on the mutual benefits of agreement. Ury emphasizes the importance of active listening, acknowledging the other side's points and feelings, and using gentle persuasion to turn confrontation into cooperation. The book is designed to help negotiators in various situations, from professional to personal, by focusing on joint problem-solving and maintaining respect for the other party[1][3][5].

Getting to yes

negotiating agreement without giving in

William Ury

Roger Drummer Fisher

Bruce Patton

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].

The 4 Hour Workweek

Timothy Ferriss

In 'The 4-Hour Workweek', Timothy Ferriss presents a step-by-step guide to 'lifestyle design', encouraging readers to question the traditional notion of retirement and instead create a lifestyle that prioritizes freedom, adventure, and personal growth. The book teaches how to outsource life tasks, automate income, and eliminate unnecessary work using principles like the 80/20 rule and Parkinson’s Law. Ferriss shares his personal journey from a corporate workaholic to a location-independent entrepreneur and provides practical tips and case studies to help readers achieve similar results. The book emphasizes the importance of focusing on high-value activities, taking 'mini-retirements', and living life to the fullest in the present rather than deferring enjoyment until retirement.

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.