Getting Past No*
The five steps in Mr. Ury's "Breakthrough Strategy" to smoother negotiations are:
- Don't react: Go to the balcony. Step back and look at the situation objectively. Do not try to control the other person's behavior; control your own.
- Don't argue: Step to their side. Create favorable negotiating conditions.
- Don't reject: Reframe. Take whatever the other side says and attempt to use it to deal with the problem.
- Don't push: Build them a golden bridge. Make it easy for them to say yes. Help them save face.
- Don't escalate: Use power to educate. You need to make it hard for them to say no by asking reality-testing questions.
Create favorable negotiating conditions by:
- Listening,
- Acknowledging the other side's points,
- Agreeing with the other side wherever you can,
- Acknowledging their authority and competence.
*From Getting Past No by William Ury
What behavior will you change in your next difficult negotiation?
|
* * * * *
Visualize Cooperation
* * * * *
|
Mission Statement
My mission is to deliver exceptional coaching services to help my clients achieve extraordinary professional results.
|
Books Supporting Change
Getting Past No: Negotiating Your Way From Confrontation to Cooperation, by William Ury is a must read for those who want to improve their negotiating skills in dealing with difficult situations. Ury builds on his classic negotiating book, Getting To Yes, that he wrote with Roger Fisher. In this book he teaches readers how to deal with those negotiators who are difficult, attack and use underhanded tactics as their negotiating style.
Ury details his Breakthrough Strategy in a simple, easy to read style with examples and stories. He teaches you how to stay in control when under pressure, defuse anger and reach agreements that are mutually satisfying.
Buy This Book From Amazon.com
"When we are no longer able to change a situation, we are challenged to change ourselves."
Viktor E. Frankl
Personal Success Story
I am delighted to announce that I received my Master Certified Coach (MCC) designation as awarded by the International Coach Federation (ICF) in August. This is the highest level of accreditation a Professional Coach can achieve.
"This designation is earned by demonstrating knowledge and proficient use of core coaching skills through a comprehensive application and exam process designed to ensure high standards for the coaching profession and the clients it serves." As defined by the ICF.
|
Coaching Opportunity
I have room for two new clients who want to go to the next level in their career.
Your coaching, consulting, or workshop referrals are appreciated!
Did you find this newsletter helpful? Great. Maybe you can do the same for this Web site. If you use the Amazon.com link below to buy your books, music, DVDs and a wealth of other merchandise, a portion of proceeds will go to support this site. There is no additional charge, so it doesn't cost you a thing. Thanks for your help!
|
|
