I have been assigned to do some research on negotiating techniques and
discovered two YouTube videos by William Ury, one of the authors of my book for
my class, “Negotiation
and Deal-Making”. He and his mentor,
the late Roger Fisher, wrote the book “Getting to Yes”, a book about negotiating
techniques. "In his videos entitled “The walk from "no" to "yes", and
“Negotiating for Sustainable Agreements”, he talks about conflict, and how in
conflict it is easy to lose our perspective and react. There are always two sides to a conflict, but
there also is a “third side”. The third side is “us”, and we are to remind
people what’s really at state. Let’s top fighting and start talking”. “He says there
are four practical tools he found useful for changing the game from
confrontation to cooperation. The first
one is the balcony, which means focusing on what’s truly important. The second
one is the ability to listen and respect others, because in a negotiation it is
much more about listening than talking. The third one is the ability to reframe
by changing the game from confrontational to cooperation. The fourth one is the golden bridge. This is
when you attract your opponents to your side.
Instead of making it harder for the other side make it easier”.
I
also listened or a podcast by Mitch Jackson, a lawyer in California whose
podcast was called “How We Negotiate Million Dollar Cases for Our
Clients – 10 Tips to Help You Close Your Next Deal” “He had ten tips to help
you win your negotiations. Some of his
tips included practicing the 80/20 rule, which means to let them talk 80% of
the time, and you listen 20% of the time.
You should dress and groom yourself professionally. You should always negotiate in person, and
not by email. You should decide if you need a third party
mediator to help in your negotiation. If
you can afford one, you need to get them involved early”.
