Simple Ways to Create Agreement
In this TED talk, William Ury, author of “Getting to Yes” offers an elegant, simple (but not easy) way to create agreement in even the most difficult situations — from family conflict to, perhaps, the Middle East.
Negotiation Quote
“In business as in life, you don’t get what you deserve you get what you negotiate” – Chester L. Karras –
Perspective
Back when I was just starting out in my career, my manager graciously sent me to a course in time management where I was first introduced to the book called “The 7 Habits of Highly Effective People” written by Stephen R. Covey. The course mostly focused on time management (a required job function of my then-current…
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BATNA
BATNA is a term coined by Roger Fisher and William Ury in their 1981 besteller Getting to Yes: Negotiating without Giving In. It’s the acronym that stands for “Best Alternative To aNegotiated Agreement”. A good BATNA allows you to walk into any negotiation in a more comfortable position. If you know you have a good alternative to the current negotiation…
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Anchoring in Negotiations
Anchoring, in negotiation, is a reference point which forces us to rely heavily on that starting reference (the “anchor”) when making sense of an agreement or proposal. It is a cognitive bias that affects our subsequent decision making, whether it’s a starting price derived from a valid calculation or a number pulled out of a…
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How to Negotiate Without Trying
All the kids have returned to school this week. I see them walking down the street with their backpacks full of new school supplies and it reminds me of my grade 5 teacher, who always said: “There’s no such thing as a bad question!” Asking questions is important. The right questions lead to important information…
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Beginning a Negotiation
“I will let you feed me fruits if you let me watch my TV show.” – a simple statement from a 5-year old, in response to my request that she eat more fruits and watch less TV. Children naturally learn to negotiate early in life and they seem to get most of what they negotiate…
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