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#721: Master Negotiator William Ury — Proven Strategies and Amazing Stories from Warren Buffett, Nelson Mandela, Kim Jong Un, Hugo Chávez, and More

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Feb 13, 2024

Guest

William Ury

William Ury, cofounder of Harvard's Program on Negotiation, shares his expertise as a negotiation guru. He recounts pivotal moments from the Camp David Accords to high-stakes dialogues with Kim Jong-un, emphasizing the importance of empathy and understanding interests. Ury discusses strategies for emotional management, the power of silence, and practicing respect in negotiations. He also introduces the concept of BATNA for confident decision-making and highlights the art of saying 'no' while maintaining positive relationships. Prepare to gain insights that can transform how you negotiate!

01:46:09

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Episode notes

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ADVICE

Objective Criteria

Use objective criteria in negotiations to avoid contests of will.
Deferring to market rates or other standards can facilitate agreement.

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ADVICE

Showing Respect

Showing respect is crucial; listen actively to demonstrate you value the other side.
Learn basic formalities in their language if possible.

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ANECDOTE

BATNA in Action

William Ury helped a Brazilian businessman in a dispute with his partner by focusing on his BATNA.
This allowed the businessman to gain freedom and confidence in the negotiation.

Get the Snipd Podcast app to discover more snips from this episode

Mastering Negotiation: Insights and Strategies from a Renowned Expert

04:10 • 3min

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Pivotal Negotiations: From Academia to Diplomacy

07:04 • 25min

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The Art of Self-Mastery in Negotiation

32:18 • 3min

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Effective Emotional Management in Negotiations

35:08 • 6min

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The Power of Silence and Respect in Negotiation

40:50 • 10min

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Mastering Negotiation with BATNA

51:08 • 15min

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Mastering the Art of Saying No

01:06:33 • 22min

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Unlocking Interests in Negotiation

01:28:51 • 11min

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Insights and Support: A Reflection

01:39:57 • 6min

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#34369

• Mentioned in 2 episodes

Secrets of power negotiating

Roger Dawson

#9870

• Mentioned in 5 episodes

Getting Past No

Negotiating With Difficult People

William Ury

In 'Getting Past No,' William Ury presents a five-step strategy for negotiating with uncooperative or intransigent opponents. The steps include controlling your own emotions (Go to the Balcony), disarming the opponent by stepping to their side, building a 'golden bridge' to facilitate agreement, making it hard for the opponent to say no, and using power to educate the other side on the mutual benefits of agreement. Ury emphasizes the importance of active listening, acknowledging the other side's points and feelings, and using gentle persuasion to turn confrontation into cooperation. The book is designed to help negotiators in various situations, from professional to personal, by focusing on joint problem-solving and maintaining respect for the other party.

#405

• Mentioned in 71 episodes

Getting to yes

negotiating agreement without giving in

William Ury

Roger Drummer Fisher

Bruce Patton

Getting to Yes, written by Roger Fisher, William Ury, and Bruce Patton, introduces the concept of principled negotiation. This approach separates the people from the problem, focuses on interests rather than positions, invents options for mutual gain, and insists on using objective criteria. The book provides strategies to manage emotions, avoid common negotiation traps, and deal with 'dirty tricks' used by other parties. It emphasizes the importance of understanding the other side's perceptions, managing misperceptions, and creating a collaborative environment to reach agreements that satisfy both parties.

#16

• Mentioned in 418 episodes

The 4 Hour Workweek

Tim Ferriss

In 'The 4-Hour Workweek', Timothy Ferriss presents a step-by-step guide to 'lifestyle design', encouraging readers to question the traditional notion of retirement and instead create a lifestyle that prioritizes freedom, adventure, and personal growth. The book teaches how to outsource life tasks, automate income, and eliminate unnecessary work using principles like the 80/20 rule and Parkinson’s Law. Ferriss shares his personal journey from a corporate workaholic to a location-independent entrepreneur and provides practical tips and case studies to help readers achieve similar results. The book emphasizes the importance of focusing on high-value activities, taking 'mini-retirements', and living life to the fullest in the present rather than deferring enjoyment until retirement.

#6616

• Mentioned in 7 episodes

Possible

William Ury

In 'Possible: How We Survive and Thrive in an Age of Conflict,' William Ury draws on his decades of experience as a negotiator to offer practical strategies for navigating conflict. The book emphasizes the importance of listening, understanding the other side's perspective, and finding creative solutions that satisfy everyone's interests. Ury introduces the concept of 'possibilism,' encouraging readers to cultivate curiosity, creativity, and collaboration to overcome challenges. Through compelling real-world examples, he demonstrates how seemingly impossible situations can become possible with the right approach. The book provides a powerful framework for resolving conflicts in personal, professional, and global contexts.

William Ury, cofounder of Harvard’s Program on Negotiation, is one of the world’s best-known experts on negotiation. He is coauthor of Getting to Yes, the all-time best selling negotiation book in the world; the author of one of my favorite books on negotiation (Getting Past No: Negotiating in Difficult Situations); and author of the new book: Possible: How We Survive (and Thrive) in an Age of Conflict.

Please enjoy!

Timestamps for this episode are available below.

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Timestamps:

[00:00] Start

[06:53] Connecting with Roger Fisher.

[10:08] Devising Seminars.

[12:31] Negotiating the Camp David Accords.

[18:23] Writing the other side's victory speech.

[21:17] Writing Kim Jong-un's victory speech.

[26:20] Pondering possibilities in the modern Middle East.

[29:26] Lessons from iconic possibilist Nelson Mandela.

[32:17] Going to the balcony.

[36:11] Mitigating the risk of emotional spiraling with Hugo Chávez.

[40:50] The power of silence.