Getting Past No

Negotiating Your Way from Confrontation to Cooperation

About the Course:

Co-founder of a Harvard Law School program on negotiation, Ury presents a five-step agenda to deal successfully with opponents, be they unruly teenagers, labor leaders, terrorists or international politicians. Strategies focus on self-discipline, or tactics for defusing the adversary’s attacks, and suggestions for developing options designed to lead to a mutually satisfactory agreement. Defining negotiations as “the art of letting the other person have your way,’‘ Ury, coauthor of Getting to Yes, stresses the need to understand the other’s character and motivation. With examples—including Lee Iacocca and the Chrysler Corporation vs. Congress—he shows the advantages of curbing reactions and stepping back to restore perspective. The author’s imaginative and persuasive reasoning, communicated to the “opponent” reader, serves in itself to validate his theories.

Journal/Publisher:

Bantam Books

Publication Date:

Bantam Trade Paperback edition / February 1993

Author

William L.Ury, Ph.D.

About the Author:

William L. Ury co-founded Harvard’s Program on Negotiation, where he currently directs the Global Negotiation Project. Over the past two decades, Ury has served as a negotiation adviser and mediator in conflicts ranging from corporate mergers to wildcat strikes in a Kentucky coal mine to ethnic wars in the Middle East, the Balkans, and the former Soviet Union. During the 1980s, he helped the U.S. and Soviet governments create nuclear crisis centers designed to avert an accidental nuclear war. In that capacity, he served as a consultant to the Crisis Management Center at the White House. Ury regularly gives speeches and seminars to corporate executives, labor leaders, lawyers, teachers, diplomats, and military officers around the world. His consulting clients range from AT & T, IBM, and Ford Motor Company to the U.S. Treasury, the U.S. State Department, and the Pentagon. Ury received his B.A. from Yale and his M.A. and Ph.D. from Harvard in social anthropology. He is a recipient of the Whitney North Seymour Award from the American Arbitration Association and the Distinguished Service Medal from the Russian Parliament. His work has been widely featured in the media, from The New York Times and ABC to the BBC.

Recommended For:

This course is recommended for anyone who wants to learn to negotiate more effectively, including with more powerful, more aggressive, or downright unpleasant opponents. It is appropriate for all levels of participants’ knowledge, from beginner to expert.

Course Objectives:

  1. Define negotiation.

  2. List and define five barriers to cooperative negotiation.

  3. List and describe the five steps of Ury’s “breakthrough srategy” for overcoming each of the five barriers to cooperation.

  4. Explain the difference between interests and positions.

  5. Define BATNA, and explain its importance to negotiation.

  6. Apply the five steps of the “breakthrough strategy” to difficult negotiations.

Exam Questions

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