Whether
they are conscious of it or not, people in business spend over half their time
negotiating, and most of their negotiations happen in ongoing relationships.
A
business's bottom line is the direct result of a series of negotiations.
In
business, people are frequently dependent upon individuals over whom they have
no direct control. There is no choice but to negotiate.
These negotiations occur between managers, management and unions,
salespeople and customers, salespeople and staff inside the organization,
individual contributors and team members, purchasing agents and suppliers, and
within government agencies, financial institutions, and so on
Negotiating to Yes teaches people how to
negotiate successfully, to reach agreements that are sound, and to improve their
business relationships.
When
most people negotiate they feel that they are faced with a dilemma. They may decide to negotiate firmly to get the most they can, but
then risk damaging the relationship. Or they can negotiate in a conciliatory and
likable fashion, but risk giving away too much.
Negotiating to Yes teaches a third way to
negotiate that is neither hard nor soft, but combines the best elements of both
approaches to reach agreement. This
third style is called Principled Negotiation.
It is a way to turn face-to-face confrontation into side-by-side problem
solving by holding both parties to three criteria: the negotiation must reach a
satisfying agreement, be efficiently reached, and the relationship must be
strengthened.
The
programme is based on the work of Dr. William Ury
as delineated in his books: Getting
to Yes: Negotiating Agreement Without Giving In, co written with
Roger Fisher; and Getting
Past No: Negotiating with Difficult People.
The books present a method for negotiating mutually satisfactory agreements
through Principled Negotiation. Dr.
Ury is the cofounder and associate director of Harvard University’s Program on
Negotiation, and he is also the subject matter expert for this programme.
Course objectives / Skills
As
a result of completing Negotiating
to Yes, individuals will be able to:
“Negotiating To Yes”
