September 2, 2011
Come, walk with William and me on 9/11 - around the world

7:48am  |   URL: http://oliver-pospisil.com/post/9697678773/come-walk-with-william-and-me-on-9-11-around-the
Abgelegt unter: 911walks William Ury 
September 30, 2010
Die Alternative: Mach weiter

Sicherlich kennst du die Situation: Du verhandelst mit jemandem. Du willst den erfolgreichen Abschluss. Doch trotz aller Bemühungen und gutem Willen, scheitern die Verhandlungen. Die Forderungen der Gegenseite sind überzogen. Du musst sie ablehnen. Was nun?

Microsoft und Yahoo
Ich weiss noch genau, wie perplex ich war, als ich davon las, dass der Versuch von Microsoft, Yahoo zu übernehmen, scheiterte. Während der Verhandlungen hatten beide sehr viel Geld an der Börse verbrannt, während sie um den Preis pro Aktie feilschten.

Microsoft wollte Yahoo aber nicht um jeden Preis übernehmen und entschied sich schließlich, sein Angebot zurückzuziehen. Besser spät als nie hat sich Microsoft dafür entschieden, alleine weiter zu gehen. Es folgt seiner Alternative.

Erst nachdem Jerry Yang, der Mitbegründer von Yahoo, auf Grund des Drucks der Aktionäre zurückgetreten war, konzentrierte sich seine Nachfolgerin, Carol Bartz, wieder auf das gemeinsame Interesse beider Unternehmen: Ein Gegengewicht zu Google zu bilden. So konnte doch noch der Weg für eine gewinnbringende Partnerschaft geebnet werden.

Apple und facebook
18 Monate sollen beide vergeblich versucht haben, eine Vereinbarung miteinander zu treffen, damit Ping an facebook angebunden werden darf. Das Scheitern muss frustrierend sein, sehr frustrierend - sicherlich für Apple, vielleicht auch für facebook.

Auch hier hat sich Apple schließlich dafür entschieden, alleine weiter zu gehen und Ping zu starten. Noch bevor ein größerer Schaden entstanden ist, hat sich Apple für seine Alternative entschieden.

Was heißt das für uns?
Besser du hast einen Plan B, einen attraktiven, und den Mut ihn rechtzeitig einzusetzen.

Lehn dich zurück und nimm (noch mal) “Das Harvard-Konzept” von Roger Fisher, William Ury und Bruce Patton zur Hand; alternativ “Nein sagen und trotzdem erfolgreich verhandeln” von William Ury.

Und wer weiß, vielleicht geht es dann irgendwann doch gemeinsam weiter - für Apple und dich.

Update: Es mehren sich die Zeichen, dass Apple und facebook eine Einigung erzielen und dass Ping an facebook angebunden werden darf. Siehe hier.

2:21pm  |   URL: http://oliver-pospisil.com/post/1215318683/die-alternative-mach-weiter
Abgelegt unter: Apple Ping facebook Carol Bartz Das Harvard-Konzept The Power of a Positive No Roger Fisher William Ury Bruce Patton alternative Microsoft Yahoo 
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 
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