Licenciada

Book: Getting past no

This book was also very interesting to me because it is the complement for the first book that we read (Getting to yes). It presents a five-step strategy for negotiating withan uncooperative opponent. People may behave badly in negotiations because they don't know any more effective way to behave, because they don't see any benefit from negotiating, or because they seeasserting their own power as the only alternative to being dominated.
The first step in bringing the other party around to more effective negotiating behavior is controlling one's own behavior. Whenconfronted with a difficult situation, people typically either strike back, give in, or break off the relationship. This is why Ury recommends “going to the balcony”.
1) Do not react; instead, keepyour mental equilibrium by distancing yourself emotionally and viewing the situation objectively.
2) Identify your underlying interests and your best alternative to a negotiated settlement (BATNA).3) Take a moment to recognize the tactics your opponent is using and to recognize your own feelings. When in negotiations, pause, take a time-out, or review the discussion. Never make a decision onthe spot, review the settlement objectively.
The second step is to disarm the opponent and step to their side. Listen actively by asking, clarifying questions and paraphrasing their statements. Youmust know their points and feelings, apologize if appropriate, or at least express sympathy for their problem. Make I-statements rather than you-statements.
The third step is about reframing thedispute in terms of interests rather than positions. The best way to get the opposite side to focus on interests is to ask open-ended, problem solving-oriented questions. Reinterpret firm positions asaspirations; reinterpret personal attacks as expressions of concern, or as attacks on the problem.
The fourth step is to build them a golden bridge to get an agreement. Ask others for their ideas and...