Getting Past No: Negotiating in Difficult Situations

WilliamUry

• Random House Publishing Group (1993年1月1日発売)

感想・レビュー・書評

[mmssmmさんの感想 · 2023年2月6日]

5 steps of Breakthrough Negotiation

1 Go to the balcony
Suspend your reactions by naming the game.
Then buy yourself time to think.
Focus on what you want. Don’t react.


2 Step to their side
Before negotiations, you need to create a favorable climate.
Listen to them, agree with them.
Don’t argue. Step to their side.


3 Reframe
Change the game.
Direct attention to the challenge of meeting each interest.
What would you do if you’re in my shoes?
Let the problem be their teacher.
Don’t reject. Reframe it.


4. Build them a golden bridge
Draw them in the direction you want them to go.
Make the occurrence appears as their victory.
Go slow go fast.


5. Use power to educate
Educate them about the costs of not agreeing.
Your goal is not victory, is mutual satisfaction.

[gkgkさんの感想 · 2009年10月16日]

交渉術の本