Negociação
Turn Down Requests With Finesse
Certain sales situations call for a thumbs down. But you can say “no” to your clients without actually uttering that word. Here’s how to frame the conversation in ways that build trust...
Iran Sanction Showdown: Congress vs. Whitehouse
William Ury believes that these talks are vital. “If we were to go to war with Iran, the scenarios I’ve seen don’t play out well for anyone..."
Layman’s Guide to Iran Talks: Don’t Believe What You Hear
Layman’s Guide to Iran Talks: Don’t Believe What You Hear. William Ury advises thinking of the talks as having three negotiating tables: one with the six world powers...
Atlanta Symphony Orchestra and the 12th Man
How can the Atlanta Symphony Orchestra’s 12th Man be a game-changer?
The 12th Man, in football parlance, refers to the fans.
11 men from each team are on the field. The 12th Man fills the stands.
The home team feels its energy – and transfers that energy into its performance.
Many of us who are closely following the ongoing developments at the Atlanta Symphony Orchestra – the ASO – are part of its collective 12th Man.
We are its fans and supporters. Many of us are current donors. Others of us may become significant future donors.
We ...
Chicago Confidential: Business books I’ve liked recently
"Getting Past No: Negotiating in Difficult Situations" by William Ury, 2007
A sequel to the bible of negotiations, "Getting to Yes: Negotiating Agreement Without Giving In" by Ury and Roger Fisher, this book must be read over and over again — as the prescriptions contained in it are easier said than done.
"When you find yourself facing a difficult negotiation, you need to step back, collect your wits, and see the situation objectively," Ury writes. "Imagine you are negotiating on a stage and then imagine yourself climbing onto a balcony overlooking the stage. The ...
William Ury | Homens que você deveria conhecer #47
Ele não tem um cajado, não se veste com roupas diferentes, não professa uma religião, não luta por alguma minoria específica, paga suas contas, como você e eu, fala uma língua que simboliza o que há de melhor e pior do capitalismo e, ainda assim, é um dos maiores pacifistas da atualidade.
O caminho que ele escolheu foi o de ser um mediador de conflitos, negociar entre duas partes oponentes em direção de uma síntese que não mutile nenhuma delas.
William Ury nasceu em 1943 em Chicago, mas foi criado na California. Desde pequeno estudou em escolas que ...
“Yes! No. Yes?” How to turn someone down without ruining your relationship
In business, and in life, sometimes you just have to say no. Here’s how to do it without ruining the relationship.
“No.”
It’s one of the most powerful words in our language, and it can stop a conversation dead in its tracks. But, according to William Ury, Ph.D., co-founder of Harvard University’s Program on Negotiation and author of The Power of a Positive No: How to Say No and Still Get to Yes, it can also be a key word in strategy.
“In order to get to a yes that satisfies your needs and interests, it’s also necessary to be able to say no,” Ury ...
