CRITIQUE - Getting Past No: Negotiating with Difficult People
by William Ury
The given article firstly talks about the way in which one should effectively
manage an angry individual while negotiating as the inherent behaviours of
people remain same.
There should be behavioural change in one of the negotiating parties. In the
beginning, people should attempt to change themselves. This change can be
mainly in terms of managing the emotions and getting a practical or objective
view of the circumstance. It makes sense to “Go to Balcony” and not being
attached emotionally in order to avoid unpleasant situations.
I do not agree with the point mentioned that a person who is not willing to agree
and co-operate along with making the situation more tough while negotiating is
not found to be wrong judgemental always. The other person might have a few
reasons. For instance, anchoring might have been too aggressive, the values and
emotions of the person were treated too casually.
There were a number of strategies which I loved as well. First, the strategy of
taking the side of the other party and making them lose all their alternatives. In
simple words, it means presenting one’s opinions in a way that the other party
finds it value adding and not opposing.
I also found the strategy of changing the existing conflict and not any specific
position quite interesting. Questioning techniques such as ‘what if’, ‘why not’
and ‘why’ leads to a number of new ideas instead of doubting the opponent’s
viewpoint. Nevertheless, if it is seen that the opponent is too aggressive and
countering on all the fronts, one should first understand their thought process
and concerns.
The fourth strategy talks about using an empathetic method. It involves efforts
to know the reasons behind the opponent’s viewpoints and rationality.
Constructive criticism is found to be very significant in such a scenario. It is
seen many time that people prefer to lose the deal instead of accepting defeat in
a negotiation. Therefore, a person should be calm and make the opponent feel
valued. If it is seen that the opponent is still reluctant, then one should provide
assurance and explain that a final decision would not be taken until and unless
everyone is on the same page. People should get ample time to decide what they
want. In case none of the above strategies work, one should try to explain the
opponent that the agreement in for mutual benefit.
The article gives a very strong and interesting message. It says that the reason
behind any negotiation is to close a deal and not oppose the other person. It
should be value adding for both the parties and lead to partnership.
CRITIQUE - Getting to Yes: Negotiating Agreement Without
Giving in by Roger Fisher and William Ury
The given article talks about ‘Principled Negotiation’ that can be used in
bargaining. It helps in building partnerships between parties in order to reach
consensus. One should understand that in any situation or negotiation, one can
be both harsh as well as lenient. This can be done with the help of principled
negotiation approach.
My personal thoughts are as follows:
I learnt that one should give more importance to interests instead of
positions while negotiating. This means that viewpoints and concerns of
both the parties should be considered. Negotiation should result in
strengthening of the relations.
It is not easy to remain calm and patient during a negotiation when the
other party is being aggressive.
The parties should first meet casually in order to identify all the possible
alternatives. However, it is important to understand this would not be
possible in all types of negotiations.
As a number of things are talked about during a negotiation, the parties
should not forget their actual objective or goal.
Even if the opponent is practicing positional bargaining approach, one
should try to make use of principled negotiation approach. It would
however, be difficult to practice in real-world situations.
One should try to understand that different people have different
viewpoints. Thus, it is important to identify how the other party is
thinking and why they are stressing on certain points.
One should always try to reach an agreement without involving a third-
party. However, if the opponent is not willing to participate and listen, it
can be considered.
It is also mentioned in the article that one should be aware about the dirty
tactics used by the opponent. Everything should be clearly discussed
while negotiating.
