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

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

The Tim Ferriss Show

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

Identifying underlying interests behind a request is crucial in negotiations. Considering what the other party will use to justify their agreement is essential in reaching successful outcomes. Writing the other side's victory speech helps in navigating impossible situations by imagining their perspective and working backwards towards a mutually beneficial solution. By anticipating potential criticisms and preparing the best responses, negotiators can assist the other party in delivering a convincing victory speech, ultimately facilitating successful negotiations.

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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.

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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.