Upload
melinda-wilkins
View
218
Download
1
Tags:
Embed Size (px)
Citation preview
By William Ury
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Getting Past No
Overview – Get Past NO!
• We already now know the importance and frequency of negotiations
• We want to get to yes, but often we need to get past “NO” first.
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Overview – Cooperation
• What if other party does not want to cooperate?– Attacks/Counterattacks– Anger/Suspicion– Habit of hard bargaining– Interests appearing
irreconcilable– Efforts of intimidation
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Overview- Solution = Joint Problem SolvingDescription
• A method that is SOFT on the PEOPLE and HARD on the PROBLEM.
• Instead of attacking each other, attack the problem.
• Instead of glowering across the table, you sit next to each other and face the problem.
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Overview- Joint Problem Solving Basic Principles
• Revolves around interests instead of positions.• Identify each parties interests• Explores different options for meeting interests• Goal is to reach a mutually satisfactory agreement
in an efficient and amicable way.
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Overview- Joint Problem Solving Benefits
• Better results for both sides.• Save time and energy by cutting out posturing.• Better working relationships – mutual future benefit
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Overview – Joint Problem SolvingSteps
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Your challenge is to change the game from face-to-face confrontation into
side-by-side problem solving
Use “Breakthrough” strategy to pass by obstacles that stand in your way
Goal is to reach a mutually satisfactory agreement in an efficient and amicable way
Be prepared and map out a way towards an agreement
Overview- Get Past NO!
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Strategy: Breakthrough Negotiation
Barriers to Cooperation
The Goal: Joint Problem Solving
1. Go to the Balcony Your Reaction People Sitting Side by Side2. Step to Their Side Their Emotion
3. Reframe Their Position Facing the Problem
4. Build Them a Golden Bridge Their Dissatisfaction Reaching a Mutually Satisfactory Agreement5. Use Power to Educate Their Power
Prologue – Be Prepared
• The secret of effective negotiation is to be prepared.
– Prepare before every meeting
– After meeting assess strategy and prepare again
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Prologue – Be PreparedMap Out the Way to an Agreement
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
1. Interests2. Options3. Standards4. Alternatives5. Proposals
Prologue – Rehearse
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Preparation is easier to do when you’re talking it over with someone else. Others bring new perspectives, compel you to address points of difficulty you might otherwise avoid, and offer moral encouragement. Consider:
• What you will say• How you will respond to what they
say• Other side’s tactics
Chapter 1: Don’t React – Go To The Balcony
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Strategy: Breakthrough Negotiation
Barriers to Cooperation
The Goal: Joint Problem Solving
1. Go to the Balcony Your Reaction People Sitting Side by Side2. Step to Their Side Their Emotion
3. Reframe Their Position Facing the Problem
4. Build Them a Golden Bridge Their Dissatisfaction Reaching a Mutually Satisfactory Agreement5. Use Power to Educate Their Power
• Striking Back– Occurs when a person is attacked and
attacks back• Giving In
– Opposite of striking back; you may be so uncomfortable that you just want out of the situation
• Breaking Off– Ending all ties with the other party
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Acting Without Thinking—Natural Reaction
• Dangers of Reacting
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Reaction
• Go to the Balcony
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Reaction
Three Kinds of Tactics
• Stonewalls– Refusal to budge
• Attacks– Pressure and intimidation
• “Do it, or else!”• Tricks
– Dupe you into giving in by taking advantage of you
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Three Kinds of Tactics
• Recognize the Tactic– Once you recognize the attempt to stone wall,
attack or trick you, it will be much easier to avoid giving in to the other party
• Identify Liars– You can do this by paying attention to facial
expressions, body language and listening to tone of voice
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Name the Game
• Know your hot buttons– Learn to better deal with them– Identify and prepare for criticism
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Hot Buttons
• 3 ways to get more time in a negotiation– Pause and Say Nothing– Rewind the Tape– Take a timeout
• Divert from topic by using a joke
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Time to Think
• Don’t make Important decisions on spot
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Decision Time
• The natural human response in a difficult situation is to react.
• Going to the balcony can help you prepare by identifying tactics, liars and knowing your hot buttons in addition to buying yourself time to think, reflect and verify with the other party that you have a good understanding of the situation without making decisions on the spot.
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Chapter 1: Getting What You Want!!
Chapter 2: Don’t Argue – Step To Their Side
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Strategy: Breakthrough Negotiation
Barriers to Cooperation
The Goal: Joint Problem Solving
1. Go to the Balcony Your Reaction People Sitting Side by Side2. Step to Their Side Their Emotion
3. Reframe Their Position Facing the Problem
4. Build Them a Golden Bridge Their Dissatisfaction Reaching a Mutually Satisfactory Agreement5. Use Power to Educate Their Power
Chapter 2: Don’t Argue – Step To Their Side
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
• Just as “going to the balcony” helps you regain your mental balance, “step(ping) to their side will help you do the same for the other party.
• Common mistake is to try to reason with someone that is not receptive. – The other party is convinced they are right and
unwilling to listen.
Chapter 2: Don’t Argue – Step To Their Side
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Challenge is to create a favorable climate in which you can negotiate.
• Will need to disarm their hostile emotions– In order to get them to hear you– To garner a measure of respect
• SURPRISE them and do the opposite of what they expect by Stepping To Their Side
Chapter 2: Don’t Argue – Step To Their Side
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
• Stepping to their side means doing 3 things:
1. Listening2. Acknowledging3. Agreeing
• By doing these three things you are essentially acknowledging them as a person.
Chapter 2: Listen Actively
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
• “Effective Negotiators Listen Far More Than They Talk”• Parties feel as other party is not listening - Usually because one
second party presents their position without acknowledging what the first party said.
Give the Other Side a Hearing• People get satisfaction from voicing their feelings
and resentments– Will become less reactive, more rational, more
responsive to problem solving negotiation• Listen instead of reacting or plotting next step
Paraphrase and Ask for Corrections• Prove you listened by repeating back what you
understood.• Other side feels they are understood and has the
satisfaction of correcting you.
Chapter 2: Acknowledge Their Point
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Acknowledging their point will fulfill the need to be recognized. It does not mean you agree with it, but that you recognize it is a valid point among others.
• Example: “You Have A Point There”
Acknowledge Their Feelings• Disarm them by first letting them know you understand how they feel.
Offer an Apology- It is a powerful form of acknowledgement• If not your fault, then apologize for your share• Can set in motion a process of reconciliation if other party also apologizes for their
share.
Project Confidence – As you acknowledge them• Use reasonable expressions• Adopt a calm, confident posture and tone
Chapter 2: Agree Whenever You Can
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
It will be hard for the other party to attack someone that agrees with them.
Agree Without Conceding• Focus on issues you already agree • Look for any opportunity to agree – even if only in
humorous way
Accumulate Yeses- A powerful tool to disarm the other side• Look for occasions where you can say “yes” without making a concession• Can transform an antagonistic argument into a reasoned one• Creates atmosphere where they are more likely to say yes to a substantive proposal
Tune Into Their Wavelength– Agreement can also be non verbal• Observe and match other party’s form in delivering the content and try to match it.
– Tone of voice, Speed, Gestures• Be aware of other party’s culture• Consider the sensory language they use when responding
– If they say “Listen to this,” respond with “I hear you.”
Chapter 2: Acknowledge the Person
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
By doing these three things you are in fact acknowledging them as people. You are showing them respect.
Acknowledge Their Authority and Competence – disarms other side• A person who’s ego needs stroking is dependent on recognition of others.• Use a phrase such as “I respect your authority”
Build a Working Relationship• Invite them to do something outside of work – coffee, lunch, drinks, etc.• Make small talk before the negotiation• Other party will give you benefit of doubt• Best to start before problems arise
Chapter 2: Express Your Views – Without Provoking
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
After listening actively it is your turn to act and get your views across. Need to do this without making them close their ears.
Don’t Say “But,” Say “Yes…And”- More Receptive Towards This• Other party can perceive it as you telling them they are wrong• Instead, you should first acknowledge their view with a “yes” and preface
your own with an “and”
Make “I” Statements, Not “You” Statements• Less likely to provoke other side if you speak about yourself rather than
them• You statements can cause the other party to become defensive
Chapter 2: Express Your Views – Without Provoking
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Stand Up For Yourself• Acknowledgement is more powerful coming from someone perceived of as
strong and confident instead of weak• Acknowledge the person’s views and stand up for your own
Acknowledge Your Differences with Optimism• Express optimism in believing your differences can be resolved
• Example: “I think we can make a deal here”
Conclusion
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Negotiations are common in everyday life and even more so in the business world. A company can benefit greatly by Implementing Getting Past No into their culture.
Ideas on how companies can incorporate Getting Past No:
• Initial human resources training and management training
• Pay special attention to the detailed examples in the book
• Preparation is key. Methods must be practiced before hand
Sources
Team: Mohammad Asad, Catherine Broumley, Ralph Page, Linda Vicari
Ury, William (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books. ISBN 0-553-37131-2.