September 30, 2010
The alternative: Walk on

I am sure you know the situation: You’re negotiating. But, despite your efforts and good will, the negotiation fails. The demands of your counterpart are simply exaggerated. You must reject them. What next?

Microsoft and Yahoo
I remember very well, how perplexed I was, when I read, that the hostile takeover of Yahoo by Microsoft failed. Both companies burned a hell lot of money at Wall Street during the negotiation, while bargaining the price per share.

Yet, Microsoft didn’t want Yahoo at any price and decided finally to withdraw their offer. Better late than never Microsoft decided to walk on on its own. They went on with their alternative.

Only after Jerry Yang, the co-founder of Yahoo, resigned due to the pressure of the stakeholders, could his successor, Carol Bartz, refocus on the joint interests of both companies: To counterbalance Google. That opened the path for cooperation.

Apple and facebook
It is said, the tried for eighteen month to come up with an agreement that allowed Apple’s Ping to connect with facebook’s social network. It must be frustrating, very frustrating, for Apple, maybe for facebook, too.

Again, finally Apple decided to walk on and start Ping without facebook. Right before greater damage unfolded, Apple decided to go with its alternative.

What’s in it for us?
Better you have a plan B, an attractive one, and the courage to walk it.

Lean back and take a (fresh) look at “Getting To Yes” by Roger Fisher, William Ury and Bruce Patton; alternatively “The Power of a Positive No” by William Ury.

And, who knows, maybe it goes on together, someday- for Apple and you.

Update: It seams as if Apple and facebook found a way to reach an agreement on how to connect Ping and facebook. Please find more information here.

2:13pm  |   URL: http://oliver-pospisil.com/post/1215294222/the-alternative-walk-on
Abgelegt unter: Apple Ping facebook Carol Bartz Getting To Yes The Power of a Positive No Roger Fisher William Ury Bruce Patton alternative Microsoft Yahoo 
September 13, 2010
Getting To Yes - Distilled

Here are the main building blocks:

1. Separate the people from the problem

2. Focus on interests, not positions

3. Invent options for mutual gain

4. Insist on using objective criteria

5. Strengthen your alternatives

6. Preparation is the sign of the pro

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

1:17pm  |   URL: http://oliver-pospisil.com/post/1114882803/getting-to-yes-distilled
Abgelegt unter: Getting To Yes Roger Fisher William Ury Bruce Patton 
September 7, 2010
The life of “Getting To Yes”

In the mid 1970’s William Ury met Roger Fisher. Together (with Bruce Patton) they developed their negotiation concepts of GETTING TO YES. In 1978 they proofed its value during the Camp David peace talks between Sadat, Begin and Charter, that lead to a lasting peace agreement between Egypt and Israel. In 1981 they made their experience publicly available by publishing GETTING TO YES. It was not a fast-seller, but a long-seller. They had to talk to some publishers until Houghton Mifflin finally agreed to publish it. Today, more than five million copies are sold and it has been translated into numerous languages.

Since then, the Authors mediated in numerous conflicts ranging from labor talks and acquisitions to civil war prevention. Together they taught thousands of people on how to get to yes in a humane way.

For more information:

- Program On Negotiation

- Bruce Patton

- William Ury

- Roger Fisher

6:36pm  |   URL: http://oliver-pospisil.com/post/1081718052/the-life-of-getting-to-yes
Abgelegt unter: biography Getting To Yes William Ury Roger Fisher Bruce Patton 
September 6, 2010
Getting To Yes - Inspiration

Why not go on the old school of bargaining?
We live in the negotiation age. Nobody knows everything and everybody needs others to reach his or her goal. Neither does a single person has the power to act successfully unilateral in the long run. Remember, you always meet twice in life.
Thus, you have to negotiate with others to get them to help you reach your goals. Hardball bargaining might lead to short term success and definitely to long term defeat (and only, if the other side has no alternatives).

It is possible to reach agreements where both sides win and no party feels deceived. Preparing a negotiation and the very next meeting is the discipline of a professional.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

And have fun!

2:02pm  |   URL: http://oliver-pospisil.com/post/1075064117/getting-to-yes-inspiration
Abgelegt unter: Getting To Yes Roger Fisher William Ury Bruce Patton mutual gain negotiation success 
September 3, 2010
Getting To Yes - Preparation is the sign of the pro

Prepare, prepare, prepare.

Prepare your next negotiation and talk. Make up your mind what your interests are. What interests your counterpart has. Imagine options that satisfy both sides. Think about alternative for you and your counterpart to satisfy interests.

Preparation is a sign of the professional and it causes better results.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

3:19pm  |   URL: http://oliver-pospisil.com/post/1058364744/getting-to-yes-preparation-is-the-sign-of-the-pro
Abgelegt unter: Getting To Yes preparation William Ury Bruce Patton Roger Fisher 
September 2, 2010
Getting To Yes - Strengthen your alternatives

You might think that you don’t have an alternative to your current negotiation. You have always an alternative! It might just be less attractive, but you have one. Invest time and energy to strengthen your alternatives as much as possible. Develop your BATNA (Best Alternative To Negotiated Agreement) early and actively.

With at least one attractive alternative, you are powerful enough to walk away, if you cannot reach an agreement where both sides win. Just imagine: How would it feel to negotiate and know, that you could walk away. You would have the option to negotiate with an alternative party on how to satisfy your interests. I bet, you feel relaxed and powerful.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

4:05pm  |   URL: http://oliver-pospisil.com/post/1053385921/getting-to-yes-strengthen-your-alternatives
Abgelegt unter: Getting To Yes BATNA alternative Roger Fisher William Ury Bruce Patton 
September 1, 2010
Getting To Yes - Insist on using objective criteria

Nobody wants to be take for a ride and you often meet twice in life. Thus, do not trick the other side AND shield yourself from getting tricked.

To shield yourself
- use fair and transparent standards and procedures
- never yield to pressure.

You give in once, you give in forever.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

7:14pm  |   URL: http://oliver-pospisil.com/post/1048640699/getting-to-yes-insist-on-using-objective-criteria
Abgelegt unter: Getting To Yes objective criteria Roger Fisher William Ury Bruce Patton 
September 1, 2010
The daily PON: Getting To Yes alive

Getting To Yes in Oprah Magazine.

Congratulation Dan!

More on: PON.

2:37pm  |   URL: http://oliver-pospisil.com/post/1047641100/the-daily-pon-getting-to-yes-alive
Abgelegt unter: Daniel Shapiro Oprah negotiation William Ury Getting To Yes The Power of a Positive No PON Getting Past No 
August 31, 2010
Getting To Yes - Invent options for mutual gain

Here comes the tough part: Seek to broaden the pie.

We were taught that in negotiations their gain is our loose, because the pie is fixed (Ask a merchandiser in your company). Every goal in a negotiation seams to look like a fixed amount of money. Sorry, this is wrong. But getting a different perspective is tough (AND worth the extra work).

For example: You are negotiating with a communication agency how much it will cost you to run an advertising campaign. Even if the proposed price is reasonable and within your budget (You know this because you prepared for the meeting!), you normally do not accept the price. You start to bargain for a lower price: It might take four hours and you got a five percent reduction. Congratulation, you lost: Why? Because they will not do you a favor and charge you on any extra minute!

What you did not know: The head of the agency wanted to do you a favor in case you accept the fair price. She wanted to bring you in touch with someone very important people for your business. For her, it would have been just one phone call with an old friend. She was willing to help you at no extra costs, if you did not squeeze the last penny out of them. And they would have been much more motivated, because your acceptance would signal appreciation of their work.

Thus, don’t just focus on the money. Take the time needed to brainstorm what else can be done to satisfy both sides interests.

If possible, separate inventing options from deciding which options become part of a commitment. This allows creative minds to create valuable ideas, that might not cost you a penny, just one phone call with an old friend.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

4:16pm  |   URL: http://oliver-pospisil.com/post/1042543984/getting-to-yes-invent-options-for-mutual-gain
Abgelegt unter: Getting To Yes options mutual gain Roger Fisher William Ury Bruce Patton 
August 27, 2010
Getting To Yes - Focus on interests, not positions

The last time I advocated to separate the people from the problem to get your counterpart on board to help you make a change happen or solve a problem.

Today is about interests and positions.

We all know the bargaining during vacations. A vacationer wants a souvenir for a low price. The vacationer typically starts by asking for the price. Of course the vacationer rejects the first offer from the seller, believing that it is too high. And so it wents on with new price offer, new rejection and so on.

What if you don’t start like the vacationer. What if you start by asking questions like “Who did it and how long did it take?” or “Whereof is it made?”. After gaining some knowledge you decide whether you want to ask for the price. No matter if you feel the price is too high ask “Why do you think this price is reasonable?”.

How often did you have the feeling that you attend at a bargaining in a business meeting? Far too often, I guess.
Somehow all negotiations start with positioning. We are used to it. Only very rarely people reject that trend.

So, don’t be surprised if people state in a negotiation “We will not pay more than 100,000 EURO”. Do not attack their position. Instead, think “Well, we all have our expectations.” and ask “Why do you believe this is a fair price?” or “Why don’t you want to pay more?”. This way you identify the interests behind their positions. Maybe, what they say makes sense to you and 100.000 EURO is fair?
Before you express your point of view communicate your interests. This ensures that you build on a strong base.

Their are some common interests across negotiations everybody around the world want to see satisfied: security, guidance, wisdom and power. Oh, and everybody wants to look good.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.

11:36am  |   URL: http://oliver-pospisil.com/post/1019015626/getting-to-yes-focus-on-interests-not-positions
Abgelegt unter: Getting To Yes interests positions Roger Fisher William Ury Bruce Patton negotiation 
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