¿Dialogar o insultar?

Tras la visita de Trump, me sorprende que las declaraciones del primer mandatario y de su ex secretario de Hacienda borden en el maniqueísmo al decir que nada más había dos opciones, o dialogar o "... francamente la del enfrentamiento, la estridencia y contestar con insultos...", como dijo el presidente Peña a Carlos Marín. Había otras opciones. Recordé un emblemático título de negocios de los ochenta, un clásico en materia de negociación: Getting to yes, Negotiating Agreement Without Giving In (Obtenga el sí, el arte de negociar sin ceder) de los profesores ...

To Be a Better Negotiator, Talk to Your Colleagues Like You Talk to Your Kids

As kids, we’re taught the fundamentals of dealmaking: Listen, understand the other person’s point of view, be willing to compromise. The rules don’t change. But when those lessons aren’t properly absorbed in childhood—or when stress strips away our higher-level reasoning—even C-suite discussions can devolve into unproductive standoffs. Fortunately, the same tactics that parents and preschool teachers use when brokering bitter playtime fights can be successfully applied to negotiations between adults. For an edge in your next challenging negotiation, don’t ...

2016 Dawson High School Graduation Talk

I am thrilled to be here with you all on this very special graduation day. I feel truly honored to be a Dawson dad and I am enormously grateful to this school for the world-class education it has given to my sons Christian and Thomas in past years, and now to my daughter Gabi, graduating today in this amazing class of 2016. I have a confession to make up front: It is a little scary to give a talk to your daughter and her friends. Last week she said: “No pressure, Dad. But this better be good. In fact, this is the most important talk you’ll ever give in ...

How to Know When You Should Walk Away from a Negotiation

I’m a big advocate of the importance of preparing for negotiations. Hollywood paints a picture of expert negotiators being the fast talkers with slick tricks willing to do anything to strike a deal. The reality of negotiations is much different. Preparing to close a deal is important, but what’s more important is preparing to walk away. Walking away from a negotiation is like hitting a reset button. You don’t need that vendor, those supplies, that building. There’s always another option, and keeping that in mind gives you a level of confidence that ...

Law school and in-practice needs: Are we ready to negotiate?

William Ury, the godfather of principled negotiations and co-author of Getting to Yes With Yourself, is clear on the need to make negotiations a required element of a modern legal education...

Yes and No: The Keys to Negotiating Success

“Yes and No: The Keys to Negotiating Success” - Creative Mornings talk by William Ury.

Say this to get your way

Getting people to say “yes”—or to see your way—can be as easy as using a few study-proven “magic” words and phrases, promises William Ury, bestselling author of The Power of a Positive No and Getting to Yes with Yourself. Just follow the same simple—and super-effective—persuasion tactics he teaches to his students at Harvard's Program on Negotiation. 1. Impress Employers With a Little Appreciation Just using the word “appreciate” helps persuade people to do what you want 80% of the time versus 55% if you leave the word out. Whether you send a cover ...

Identifying the Third Side in a Conflict and Making It Relevant to Parties

In this video Marlene Johnson introduces the basic principles of the Third Side. https://www.youtube.com/watch?v=0K8hnV5vi_k Video Transcript The impacts of conflict are often felt by the wider community. Not just the parties who were directly involved in the conflict themselves, but by others in the community who feel its effects. I'm Marlene, and I'd like to talk with you about that today. I'd like to talk with you about something called the Third Side. The Third Side approach to conflict, which came out of the Harvard Negotiation Project at Harvard. This is a project ...

A Policy of Saying ‘No’ Can Save You Time and Guilt

Time-use surveys reveal that we have more leisure time than in decades past—but you’d hardly know it from how busy everyone feels. A prime reason for our modern busyness is, of course, our inability to just say no: no to the recurring, unproductive meeting, no to volunteering to be class parent, no to the endless demands on our time. So how do you say no without looking or feeling like a jerk? Enter “personal policies.” Personal policies are an established set of simple rules that guide your decisions and actions. On the surface, they offer a gentler way of ...