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negotiation

How to win any negotiation: summary of “Getting to Yes” by William Ury

May 22, 2011

I listened to Getting to Yes by William Ury who is probably the most recognized negotiations expert few months ago.

If you never heard about William Ury, short TED talk might be the best way to get to know about his impressive career:

And here are the notes that I wrote down while reading it. Probably they will be of some use for you as well:

1. Always set a goal of negotiation form the very beginning: “You want to sell at the higher price and I want to buy at the lower price. Let’s find the fair price that can both agree upon.”
2. Always try to understand interests behind a position. How did you arrive at that price? Why do you consider it just?
3. Always repeat the position of another side: “Correct me if I’m wrong. Do I understand correctly that you consider this price to be just because…”
4. Always set a principle, external standard to judge the agreement. E.g. fair solution.
5. Separate a person from a problem. “We are very grateful for everything you did for us but it’s very important for us to arrive at the fair solution.”

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How to win negotiation and get a better deal (1 basic principle and 30 useful tips)

June 24, 2009

Let us never negotiate out of fear. But, let us never fear to negotiate.

~John F. Kennedy, 35th President of the United States

Some people think that negotiation can only be used by diplomats or salespeople. But in reality we all negotiate a lot and can often easily get a better deal if we ask for extra.

It can be a negotiation on your bank loan terms or negotiation with your boss about getting flexible working schedule which you need to start your own online business.

All the decisions are made by people. And sometimes you can pursue people to make the decision which is more favourable for you. No matter in which sphere: work, business or your personal life.

So, what are the best methods that professional negotiators have developed, used and shaped throughout the years?

neg5 How to win negotiation and get a better deal (1 basic principle and 30 useful tips)

As usual, first you need to understand the main principle and then get into the details (this is where Devil is, remember?). So, the main principle is to

Avoid the ego fight by keeping discussion on the objective non-personal level and present your position in a way that allows the other side to get some value and accept it without loosing a face.

How can it be done? Let’s look at the best of the best methods, secrets and tricks:

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