Getting Past No – Masters of Negotiation
The follow-up to the classic ‘Getting to Yes’ is the equally valuable ‘Getting Past No: Negotiating in Difficult Situations’ by William Ury. Let’s summarize its ideas.
Watching this video is worth 1 Management Courses CPD Point*.
(See below for more details)
This video is part of course module number 5.2.4
Program 5: Managerial Skillset
Course 2: Negotiation
Section 4: Masters of Negotiation
Other videos about Masters of Negotiation include:
– Getting to Yes
… https://youtu.be/GNW-7yvDXBc
– Getting Past No
… https://youtu.be/bwb4-5KRjD0
– Never Split the Difference
… https://youtu.be/qGBSPIACG9Y
– Bargaining for Advantage
… https://youtu.be/1JRlfxPUwP0
– Handling Negotiation
… https://youtu.be/5TXLf5C0Zis
Module 5.2.1 covers the Fundamental Model of Negotiation.
Start with the Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90
Module 5.2.2 covers Key Concepts in Negotiation
Start with Core Principles of Negotiation – https://youtu.be/FiEneNag8cI
Module 5.2.3 covers Tools for Negotiators
Start with How to Ask Questions – https://youtu.be/uy2fS0MhmAQ
LESSON NOTES
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People can see negotiation as a duel or a stand-off. But it should not be adversarial.
1. Negotiations should be collaborative, not confrontational.
– It’s not a zero-sum game
– Needs creativity, joint problem solving, and compromise
2. Preparation is essential in effective negotiation.
The key points to prepare:
– interests of both parties
– potential options to satisfy those interests
– fair standards to assess those options
– alternatives if the negotiation doesn’t work out
3. Heated emotion can thwart a negotiation. Avoid:
– Striking back
– Backing down
– Walking away
Instead: emotional detachment – don’t take the bait
4. Good negotiators never argue.
– Listen
– Acknowledge
– Agree (where you can)
5. Changing the subject, or looking at it from a different point of view, is an effective negotiation tactic.
– Shift back to their interests
– Ask follow-up questions
– Ask them for advice
6. Indulge resistance – don’t try to overcome it
7. Wield power with great caution.
8. Know your next-best option (BATNA)
…and the other side’s
Getting Past No by William Ury: https://geni.us/VQAd7
RECOMMENDED EXERCISE
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1. Use this as the start for building yourself a checklist of reminders for how to be effective in future negotiations. If necessary, go over other videos to help you build up your checklist. (4 MC CPD Points)
DOWNLOADS
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Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)
RECOMMENDED READING
=====================
Negotiate Wisely in Business and Technology (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ
Management Courses Continuing Professional Development (CPD) Points
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