William Ury, a negotiation expert from Harvard and co-author of "Getting to Yes," shares his insights on conflict resolution. He emphasizes the transformative technique of 'Going to the Balcony,' which allows individuals to maintain control in high-stakes situations. Ury recounts gripping real-life stories, including a tense encounter with Hugo Chavez amidst Venezuela's turmoil. Learn how strategic pauses and silence can shift the dynamics of any negotiation, turning chaos into clarity and empowering individuals to navigate conflicts effectively.
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insights INSIGHT
Self-Mastery in Negotiation
The biggest obstacle in negotiation is not the other person but ourselves.
Managing our reactions leads to better negotiation outcomes starting from within.
volunteer_activism ADVICE
Simple Ways to Go to Balcony
Use simple actions like taking notes or focusing on physical sensations to mentally step back.
These techniques help calm your nervous system and restore clarity in stressful negotiations.
question_answer ANECDOTE
Calm Under Fire with Chavez
William Ury endured a 30-minute yelling from Hugo Chavez during tense talks in Venezuela.
Ury used the balcony technique to stay calm and eventually helped Chavez propose a truce to avoid civil war.
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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.
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].
Good to Great
Why Some Companies Make the Leap... and Others Don't
Jim Collins
In 'Good to Great,' Jim Collins and his research team investigate why some companies achieve long-term greatness while others do not. The book identifies key concepts such as Level 5 Leadership, the Hedgehog Concept, a Culture of Discipline, and the Flywheel Effect. These principles are derived from a comprehensive study comparing companies that made the leap to greatness with those that did not. The research highlights that greatness is not primarily a function of circumstance but rather a result of conscious choice and discipline. The book provides practical insights and case studies to help businesses and leaders understand and apply these principles to achieve sustained greatness.
In high-stakes conflict, the greatest power is knowing when to pause.
In this episode, Kwame Christian sits down with William Ury, Harvard negotiation master, co-founder of the Harvard Program on Negotiation, and co-author of the global bestseller "Getting to Yes." But beyond the books and accolades, Ury reveals his most profound secret — "Going to the Balcony."
William Ury shares the gripping story of how this simple yet transformative technique helped him navigate high-stakes conflicts, including an explosive crisis in Venezuela that nearly spiraled into civil war. Ury explains how stepping back — both mentally and emotionally — is the ultimate power move, whether you're negotiating a billion-dollar deal, resolving a family dispute, or defusing an international crisis.
Listeners will discover:
The surprising power of silence and how it can change any negotiation.
How to use "Going to the Balcony" to maintain control in the most intense situations.
Why mastering yourself is the key to mastering any conflict.
Real-world stories where Ury’s method transformed impossible negotiations.
If you’ve ever struggled to keep your cool in tough conversations, this episode is your blueprint for turning chaos into clarity. Listen in and learn the technique that has saved lives, brokered peace, and transformed the way the world negotiates.
Negotiate Anything 
