WILLIAM URY NEGOCIACION 2

Getting Past No: Negotiation Strategies

Understanding the Concept of "Golden Bridge" in Negotiation

• The speaker introduces the idea of negotiating with difficult individuals, emphasizing a non-confrontational approach akin to Judo or Jiujitsu.

• The concept of building a "golden bridge" is discussed, which refers to creating an opportunity for the opponent to retreat gracefully during negotiations.

• A positive interpretation of this concept is presented as facilitating mutual agreement by making it easy for the other party to say yes.

Case Study: Steven Spielberg's Encounter with a Bully

• An anecdote about young Steven Spielberg illustrates how he dealt with a bully by proposing that the bully play a war hero in his home movie.

• This creative approach transformed their relationship; after filming, the bully became Spielberg's best friend, showcasing effective negotiation tactics.

• The key takeaway is understanding and addressing underlying motivations—recognition and power—that drive aggressive behavior.

Application in Political Negotiations

Anecdote Involving Hugo Chavez

• The speaker shares an experience mediating between Hugo Chavez and his political opposition, highlighting Chavez's strong personality and emotional responses.

• During a tense meeting at midnight, Chavez expressed frustration about perceived injustices against him, demonstrating how emotions can dominate discussions.

Importance of Listening in Conflict Resolution

• Instead of reacting defensively to Chavez’s anger, the speaker practiced active listening—a crucial skill in negotiation that allows for better outcomes.