Book Getting Past No, the author Ury presents to the world the
Breakthrough Negotiation ideas which can be used while dealing with difficult
negotiators. While dealing with such negotiators the main goal is to convert
the party so that the negotiation becomes a joint problem-solving room. Ury’s
five ideas suggest that, following these strategies would result in grabbing
the best negotiating deal.
strategy, Go to Balcony – It says view the negotiation from a different
perspective of a third-party onlooker. By doing this the distance of your
emotion is separated from the negotiation. Never decide on the spot; always
withdraw, even briefly, to review the settlement objectively.
strategy, Don’t Argue – When this is implemented properly the party is
entitled to take your side. Ury suggest several attributes to follow; Listen to
the party and acknowledge which would convey them that you are understanding
their viewpoint. Create a positive atmosphere by saying YES. Avoid using
the word BUT and instead use “YES, AND”. Maintain the voice tone
which is the most important attribute as a negotiator.
strategy, reframe – This is the most important suggestion which Ury
makes; following properly will make the deal making parties more interested in
you. Asking WHY and WHY NOT questions will make a fair attempt to
put your point of view. Identify the problematic behaviour and try to deal it
in a tactical way.
strategy, build them a golden bridge – remove the common obstacles to
make easy and best negotiation. The best way to get the negotiation done is by
involving the party in framing the agreement. Ury also says that, ensure that
you are not in the hurry of making the engagement. Enough time and space must
be given to make a fair deal. Wait till all the issues has been discussed and
strategy, Power to Enlighten – This is the extension of the previous
strategy. As a negotiator you should prepared to teach the other party in case
of lack of knowledge. He says, “Instead of using power to bring your opponent
to his knees, use it to bring him to his senses”. When it is time you need to
educate and reveal your BATNA. Also, you should remind the opposite party that
you are not trying to win but trying to find the best workable solution.
Ury reminds of building the bridge on both parties’ interest. A negotiation
should not destroy a relationship nor fight nor destroy. It should be using
shared resources in achieving the best outcome with main goal of maintaining
the relationship pillar.