Negotiation


In Talks, G.O.P. May Have to Just Say Yes

IN their book, “Getting to Yes,” Roger Fisher and William Ury introduce what may be the most important concept in the theory of negotiations: the best alternative to a negotiated agreement, or Batna. Knowing your true Batna — and your adversary’s — is critical in bargaining. A vivid example from the entertainment world illustrates the concept and offers some useful hints about how the current fiscal negotiations in Washington are likely to unfold. The Warner Brothers 1999 hit comedy “Analyze This” portrays a mob boss (Robert De Niro) and his psychiatrist ...

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Obama And Boehner Call It Negotiation; The Rest Of Us Are Permitted To Laugh

(President Obama and House Speaker John Boehner meet in the White House on July 23, 2011. At that time, they were discussing how to avert a debt default. The talks ultimately led to the deal that now brings us aspects of the so-called fiscal cliff. Jewel Samad/AFP/Getty Images)     If you're tempted to throw back your head and guffaw when you hear the word "negotiation" linked with "Congress" and "fiscal cliff," please, don't hesitate. Because what you're seeing play out publicly between congressional Republicans and Democrats and the White House ...

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Fearless Negotiation: Tips From Harvard’s William Ury

“Why do women allegedly still suck at negotiation?”... For answers, I went to William Ury, cofounder of Harvard's Program...

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For Mother’s Day Give the Gift of the Magic Ratio

Breakfast in bed? A spa day? How about giving Mom what she really wants and listen to her. I've been on a journey to come up with the best Mother's Day gift ever. I think I've got it. I began my search by reaching out to a master negotiator: William Ury, cofounder of the Harvard Project on Negotiation and author of "Getting to Yes." Ury is an expert at reframing seemingly irresolvable conflicts to identify common ground. I contacted him to reframe Mother's Day for me. I wanted, along with my children, to deliver something deeply satisfying to my wife. Tips for a ...

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Know how to Say “No”

During renewal time last year, Lauren Hefner, director of membership, marketing, and communications at the Laboratory Products Association, along with her boss, realized that a longtime member of their trade association was given a discount on membership dues years ago by a former employee—and that the discounted rate was still in effect. "It was less than half of what other organizations the same size were paying," she says. As newer employees to the two-staff organization, the pair was faced with the tough decision of whether to battle a 50-year member over $1,000. ...

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You Want What? Four Tips for Civilized Negotiating

From the debt-ceiling debacle to the NBA lockout, negotiation has been getting a bad rap. Learn how to become an effective negotiator and achieve a win-win outcome. From the debt-ceiling debacle to the NBA lockout, today’s news would make you think the terms “negotiation” and “take it or leave it” are interchangeable. One side wants one thing, the other wants something else, and the path between polarized ends is an obstacle course of ever-changing hurdles and jagged maneuvers that leads, too often, right back to a stalemate. “Conflict is a growth ...

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How To Haggle For Anything

As Americans, we live in what we assume to be a fixed-price culture. We see a price listed on a label or bill and we pay it, no questions asked. The protracted economic downturn is putting pressure on that assumption. Speak with enough experts on negotiation–people who have worked on everything from the Iran hostage crisis to multimillion-dollar corporate deals—and one thing is very clear: Nearly everything is negotiable. Especially if you have some haggling chops. “People don’t have what I call a ‘negotiation consciousness’,” says Ed Brodow, author ...

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William Ury On Winning Business Negotiations

I recently caught up with William Ury, who co-founded Harvard’s Program on Negotiation and is currently a Senior Fellow of the Harvard Negotiation Project. He is the author of The Power of a Positive No: How to Say No & Still Get to Yes (2007) and co-author (with Roger Fisher) of Getting to Yes: Negotiating Agreement Without Giving In, an eight-million-copy bestseller translated into over thirty languages. This month marks the 30th anniversary of the book, which has been re-issued in a revised 3rd edition. Over the last 30 years, Ury has served as a negotiation ...

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Battle over national debt ceiling has negotiation experts shaking their heads

Amateurs. That’s the frustrated conclusion that America’s professional negotiators have reached, after watching Washington’s politicians begin their own negotiation over the national debt ceiling. These professionals are ex-FBI agents, labor mediators, divorce counselors. They have learned the rules that help resolve unsolvable standoffs: Don’t lie to a man on a high ledge. Don’t box yourself in with sweeping threats. Don’t tell your adversary to “act like an adult.” Now, they have watched the two parties bend or break those three rules. They worry ...

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O Desatador De Nós

Nos últimos 30 anos este professor de Harvard teve um dos trabalhos mais difíceis do mundo: o de mediador de conflitos entre países... Leia o artigo>>

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