Summary of "Les négociateurs de HARVARD expliquent : Comment obtenir ce que vous voulez à chaque fois"
Key Wellness and Productivity Strategies from Les négociateurs de HARVARD expliquent : Comment obtenir ce que vous voulez à chaque fois
This video distills negotiation techniques from William Ury and Roger Fisher, founders of the Harvard Negotiation Project and authors of Getting to Yes. The focus is on collaborative negotiation that preserves relationships and achieves mutually beneficial outcomes.
Four-Step Framework for Effective Negotiation
1. Separate the People from the Problem
- Treat the person gently but be firm on the problem.
- Recognize that people have different perspectives, egos, and emotions.
- Avoid letting anger or frustration block agreement.
- Build rapport before negotiation by informal conversations to increase success by 25-30%.
- Compliment and appreciate efforts throughout the process.
2. Focus on Interests, Not Positions
- Positions are fixed demands; interests are underlying needs or desires.
- Ask “Why?” to uncover the real interests behind positions.
- Show empathy and understanding to encourage openness.
- Clearly communicate your own interests.
- Frame your interests as actionable requests (e.g., “If you agree, what do I want you to do?”).
3. Use Fair Standards
- Use objective, impartial criteria (market prices, legal standards, expert opinions) to resolve conflicts.
- Agree on these standards before negotiating.
- Shift focus from personal demands to what rules or norms dictate.
- This approach transforms conflict into a shared problem-solving effort.
4. Invent Options for Mutual Benefit
- Brainstorm creative solutions without judgment.
- Separate idea generation from evaluation.
- Change the environment and participants to stimulate creativity.
- Use differences as opportunities for innovative solutions (e.g., one child wants the fruit, the other the peel).
- Select and improve the most promising ideas collaboratively.
Handling Difficult Situations in Negotiation
Dealing with Dirty Tactics
- Recognize and name tactics like lying or pressure.
- Calling out tactics reduces their effectiveness.
- Take breaks if needed to reset.
- Avoid personal attacks; focus on the problem.
When the Other Party is More Powerful
- Develop your BATNA (Best Alternative to a Negotiated Agreement) before negotiating.
- Having alternatives increases your negotiation power.
- Know your minimum acceptable outcome to avoid blind negotiation.
When Facing Personal Attacks
Use “negotiation ju-jitsu” to redirect attacks: 1. Look behind their position; ask why they want what they want. 2. Ask for their advice on your situation. 3. Invite criticism to understand their concerns better.
Avoid direct defense or retaliation to prevent escalation.
Additional Tips
- Negotiation is not about winning or losing but about finding solutions that satisfy both parties.
- Building relationships before and during negotiation increases success.
- Differences between parties are opportunities, not obstacles.
- Focus on collaboration and understanding rather than competition.
Presenters / Sources
- William Ury (Harvard Negotiation Project)
- Roger Fisher (Harvard Negotiation Project)
Category
Wellness and Self-Improvement
