William Ury joins Will on this episode of the Salesman Podcast to share his expertise on the art and science of negotiation.
Audio
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How To Negotiate
The show is kicked off with William bringing up a brilliant point in that most of our interactions with others are in some form a negotiation.
“Negotiating is something we do innately” – William Ury
William then shares how important it is to prepare for any negotiation. It’s the starting point to having leverage and you will not succeed without it.
“Is it useful to prepare for a negotiation? No question!” – William Ury
The show is wrapped up with William explaining how to negotiate when things are less analytical and perceived value is involved in the transaction.
“You have to protect yourself, you can’t be taken advantage of but generally speaking it pays to give.” – William Ury
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Guest info:
William Ury, co-founder of Harvard’s Program on Negotiation, is one of the world’s leading experts on negotiation and mediation. He is currently a Distinguished Senior Fellow at the Harvard Negotiation Project.
He is the author of Getting to Yes with Yourself (HarperOne, January 2015), The Power of a Positive No, Getting Past No, and The Third Side, and co-author (with Roger Fisher and Bruce Patton) of Getting to Yes.
Show notes:
Getting to Yes with Yourself: And Other Worthy Opponents
Getting to Yes: Negotiating an agreement without giving in
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