1. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressorGetting To YES: Using aPositive NoThe Art of Negotiation William Ury Harvard Negotiation Project 2010 William L. Ury1

2. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorObjectives Set up negotiating environment for success Change the game from confrontation to cooperation Become a negotiation champion 2010 William L. Ury 2 3. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Your Negotiating Situation Who are the parties? What is the issue? What do you want? What do they want? 2010 William L. Ury 3 4. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressor ApproachesHigh Concern for Their InterestsLowLow HighConcern for Our Interests 2010 William L. Ury4 5. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressor Hard Adversarial ApproachHigh Concern for Their InterestsLowLow HighConcern for Our Interests 2010 William L. Ury5 6. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressorSoft Accommodating ApproachHigh Concern for Their InterestsLowLowHigh Concern for Our Interests 2010 William L. Ury6 7. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressorAvoidance ApproachHigh Concern for Their InterestsLowLow High Concern for Our Interests 2010 William L. Ury7 8. QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressorMutual Gains ApproachHigh Concern for Their InterestsLowLow High Concern for Our Interests 2010 William L. Ury8 9. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorTheme: Focus on InterestsPosition:Concrete demands or stancesInterests:Underlying motivations -needs, desires, fears, concerns 2010 William L. Ury 9 10. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor3 Critical Challenges1. Instead of avoiding: Focus on interests2. Instead of accommodating: Protect your interests3. Instead of attacking: Connect with their interests 2010 William L. Ury 10 11. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 11 12. Focus QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 1. Go to the BalconyA place of Perspective Calm Self control Keep Your Eyes on the Prize 2010 William L. Ury 12 13. 1. Balcony QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Stop to Think Take as much time to prepareas to talk Count to 10 before responding Let me make sure I understand Take frequent time-outs 2010 William L. Ury 13 14. 1. Balcony QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Suspend Your Reaction Observe your natural reaction Respond in kind Break off Give in Identify your hot buttons Have (vs. be) your emotions 2010 William L. Ury 14 15. 1. Balcony QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Your Balcony Hot ButtonsTechniques 2010 William L. Ury 15 16. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 16 17. Protect QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 2. Develop Your BATNA (Best Alternative To a Negotiated Agreement) AgreementNegotiation BATNABest course of action if you cannot reach agreement 2010 William L. Ury 17 18. 2. BATNA QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorWhat BATNA Is and Is NOT(Best Alternative To a Negotiated Agreement) A back up plan, not a fallback option A benchmark, not a bottom line Empowerment for you, not punishment for them 2010 William L. Ury 18 19. 2. BATNA QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorUse BATNA to Determine Your Bottom LineBATNA Bottom line Bottom line = minimum acceptable agreement 2010 William L. Ury 19 20. 2. BATNA QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorDevelop Your BATNA Brainstorm many alternatives,develop a few, select one Develop a sequence of BATNAs -from intermediate to ultimate Look for creative alternatives - e.g.mediation BATNA = POWER 2010 William L. Ury 20 21. 2. BATNA QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Know Their BATNA, Too What is their BATNA? What is the worst they can do to you? (Your WATNA) Take away their stick 2010 William L. Ury 21 22. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 22 23. Connect QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 3. Step to Their SideFrom Face to Face to Side by Side 2010 William L. Ury 23 24. 3. Their Side QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorPut Yourself in Their Shoes Listen more than you talk Listen to understand, not to refute Paraphrase 2010 William L. Ury 24 25. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 2010 William L. Ury 25 26. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 2010 William L. Ury 26 27. 3. Their Side QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor The Power of Respect To look again (re-spect) -- to see theOther To give value to yourself and theOther To pay positive attention to theOther 2010 William L. Ury 27 28. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 28 29. FocusQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor4. Reframe Reframing is one of your greatest powers Move the spotlight away from positions to interests, options, and criteria Ask problem-solving questions 2010 William L. Ury 29 30. 4. ReframeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorReframe Positions as InterestsAsk why:Help me understand your needs. What will this achieve for you?Ask why not?: What would be wrong with?As I understand your interests, they are Where have I misunderstood them? Dont reject, redirect 2010 William L. Ury 30 31. 4. ReframeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Reframe Positions as Options Invent before you evaluate Brainstorm a wide range of options Leverage differences Brainstorm jointly as wizards 2010 William L. Ury 31 32. 4. ReframeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorUse Objective Criteria(independent standards for decidingwhat is fair) Market value Costs Precedent Efficiency Law Equal treatment Reciprocity Scientific judgment 2010 William L. Ury 32 33. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 33 34. ProtectQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor5. Deliver a Positive NO Begin with a Yes to your interests Proceed with a neutral, matter-of-fact No End with a Yes: a constructive proposal Stand on your feet, not on their toes 2010 William L. Ury 34 35. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor 2010 William L. Ury 35 36. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Help Them Move Through theProcess of Acceptance AngerAnxietySadnessDenial Acceptance AvoidanceProblem- solving 2010 William L. Ury 36 37. What is Your Yes! No. Yes? QuickTime and a .............................................................................................................................................................. are needed to see this picture.decompressorBecause I/weYes!stand for/need I say No to/willnot No. I thereforepropose Yes? 2010 William L. Ury37 38. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 38 39. Connect QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor6. Build a Golden Bridge Start from where their thinking is: Make it attractive for them to say YES. 2010 William L. Ury 39 40. 6. BridgeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Satisfy Unmet NeedsExamples: Recognition Security Autonomy Power 2010 William L. Ury 40 41. 6. BridgeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Help Write Their Victory Speech Imagine that they say Yes toyour proposal How could they sell this to theirconstituents? What would be their key talkingpoints? 2010 William L. Ury 41 42. 6. BridgeQuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorTheir Victory SpeechTh Con ency(i.e., the boss, union m rs, city council, etc.)eir stitu irembeKeyThemes Thir Vic ry S h of eto peec1.2.3.4.Mo L st ikelyCriticismsBes R pont es ses1. 1.2. 2.3. 3. 2010 William L. Ury 42 43. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation FocusProtectConnect P R E1 23 P ABalcony BATNATheir Side R E N E G 4 56 O TReframe Positive Golden INo Bridge A T E 2010 William L. Ury 43 44. QuickTime and a.............................................................................................................................................................. are needed to see this picture. decompressorMuch Successin Your Negotiations! 2010 William L. Ury 44