Willian Ury - Estratégias de Negociação: o não positivo

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William Ury é co-fundador do Programa de Negociação de Harvard e atual membro Senior do Projeto de Negociação da mesma Universidade. Durante a carreira, destacou-se por ajudar empresas e pessoas em grandes negociações. Na apresentação que fez no 11º Seminário de Negócios Internacionais, no dia 22 de outubro de 2010, Ury falou sobre o poder do não positivo. A apresentação está disponível no site do evento: www.acij.com.br/seni.

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Willian Ury - Estratégias de Negociação: o não positivo

  1. 1. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Getting To YES: Using a Positive No The Art of Negotiation William Ury Harvard Negotiation Project© 2010 William L. Ury 1
  2. 2. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Objectives • Set up negotiating environment for success • Change the game from confrontation to cooperation • Become a negotiation champion© 2010 William L. Ury 2
  3. 3. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Your Negotiating Situation • Who are the parties? • What is the issue? • What do you want? • What do they want?© 2010 William L. Ury 3
  4. 4. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Approaches High Concern for Their Interests Low Low High Concern for Our Interests© 2010 William L. Ury 4
  5. 5. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Hard Adversarial Approach High Concern for Their Interests Low Low High Concern for Our Interests© 2010 William L. Ury 5
  6. 6. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Soft Accommodating Approach High Concern for Their Interests Low Low High Concern for Our Interests© 2010 William L. Ury 6
  7. 7. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Avoidance Approach High Concern for Their Interests Low Low High Concern for Our Interests© 2010 William L. Ury 7
  8. 8. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Mutual Gains Approach High Concern for Their Interests Low Low High Concern for Our Interests© 2010 William L. Ury 8
  9. 9. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Theme: Focus on Interests Position: Concrete demands or stances Interests: Underlying motivations - needs, desires, fears, concerns© 2010 William L. Ury 9
  10. 10. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 3 Critical Challenges 1. Instead of avoiding: Focus on interests 2. Instead of accommodating: Protect your interests 3. Instead of attacking: Connect with their interests© 2010 William L. Ury 10
  11. 11. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 11
  12. 12. Focus QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 1. Go to the Balcony A place of • Perspective • Calm • Self control “Keep Your Eyes on the Prize”© 2010 William L. Ury 12
  13. 13. 1. Balcony QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Stop to Think • Take as much time to prepare as to talk • Count to 10 before responding • “Let me make sure I understand” • Take frequent time-outs© 2010 William L. Ury 13
  14. 14. 1. Balcony QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Suspend Your Reaction • Observe your natural reaction – Respond in kind – Break off – Give in • Identify your “hot buttons” • “Have” (vs. “be”) your emotions© 2010 William L. Ury 14
  15. 15. 1. Balcony QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Your Balcony “Hot Buttons” Techniques • • • • • •© 2010 William L. Ury 15
  16. 16. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 16
  17. 17. Protect QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 2. Develop Your BATNA (Best Alternative To a Negotiated Agreement) Agreement Negotiation BATNA Best course of action if you cannot reach agreement© 2010 William L. Ury 17
  18. 18. 2. BATNA QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor What BATNA Is and Is NOT (Best Alternative To a Negotiated Agreement) • A back up plan, not a fallback option • A benchmark, not a bottom line • Empowerment for you, not punishment for them© 2010 William L. Ury 18
  19. 19. 2. BATNA QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressorUse BATNA to Determine Your Bottom Line BATNA Bottom line Bottom line = minimum acceptable agreement© 2010 William L. Ury 19
  20. 20. 2. BATNA QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Develop Your BATNA • Brainstorm many alternatives, develop a few, select one • Develop a sequence of BATNAs - from intermediate to ultimate • Look for creative alternatives - e.g. mediation “BATNA = POWER”© 2010 William L. Ury 20
  21. 21. 2. BATNA QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Know Their BATNA, Too • What is their BATNA? • What is the worst they can do to you? (Your WATNA) • Take away their stick© 2010 William L. Ury 21
  22. 22. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 22
  23. 23. Connect QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 3. Step to Their Side From Face to Face to Side by Side© 2010 William L. Ury 23
  24. 24. 3. Their Side QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Put Yourself in Their Shoes • Listen more than you talk • Listen to understand, not to refute • Paraphrase© 2010 William L. Ury 24
  25. 25. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor© 2010 William L. Ury 25
  26. 26. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor© 2010 William L. Ury 26
  27. 27. 3. Their Side QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor The Power of Respect • To look again (re-spect) -- to see the Other • To give value to yourself and the Other • To pay positive attention to the Other© 2010 William L. Ury 27
  28. 28. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 28
  29. 29. Focus QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 4. Reframe • Reframing is one of your greatest powers • Move the spotlight away from positions to interests, options, and criteria • Ask problem-solving questions© 2010 William L. Ury 29
  30. 30. 4. Reframe QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Reframe Positions as Interests Ask why: “Help me understand your needs.” “What will this achieve for you?” Ask why not?: “What would be wrong with…?” “As I understand your interests, they are… Where have I misunderstood them?” … Don’t reject, redirect© 2010 William L. Ury 30
  31. 31. 4. Reframe QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Reframe Positions as Options • Invent before you evaluate • Brainstorm a wide range of options • Leverage differences • Brainstorm jointly as “wizards”© 2010 William L. Ury 31
  32. 32. 4. Reframe QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Use Objective Criteria (independent standards for deciding what is fair) • Market value • Costs • Precedent • Efficiency • Law • Equal treatment • Reciprocity • Scientific judgment© 2010 William L. Ury 32
  33. 33. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 33
  34. 34. Protect QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 5. Deliver a Positive NO • Begin with a Yes to your interests • Proceed with a neutral, matter-of-fact No • End with a Yes: a constructive proposal “Stand on your feet, not on their toes”© 2010 William L. Ury 34
  35. 35. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor© 2010 William L. Ury 35
  36. 36. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Help Them Move Through the Process of Acceptance Anger Anxiety Sadness Denial Acceptance Avoidance Problem- solving© 2010 William L. Ury 36
  37. 37. What is Your Yes! No. Yes? QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor “Because I/we “Yes!” stand for/need… ……………… … … … … … …” “I say No to/will not… … … … … “No.” ……………… … …” “I therefore propose… … … “Yes?” ……………… … … … … … …”© 2010 William L. Ury 37
  38. 38. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 38
  39. 39. Connect QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor 6. Build a Golden Bridge Start from where their thinking is: Make it attractive for them to say “YES.”© 2010 William L. Ury 39
  40. 40. 6. Bridge QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Satisfy Unmet Needs Examples: • Recognition • Security • Autonomy • Power© 2010 William L. Ury 40
  41. 41. 6. Bridge QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Help Write Their “Victory” Speech • Imagine that they say Yes to your proposal • How could they sell this to their constituents? • What would be their key talking points?© 2010 William L. Ury 41
  42. 42. 6. Bridge QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Their “Victory” Speech Th Con ency(i.e., the boss, union m rs, city council, etc.) eir stitu ir embe KeyThemes Thir Vic ry S h of e to peec 1. 2. 3. 4. Mo L st ikelyCriticisms Bes R pon t es ses 1. 1. 2. 2. 3. 3.© 2010 William L. Ury 42
  43. 43. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Interests-Based Negotiation Focus Protect Connect P R E 1 2 3 P A Balcony BATNA Their Side R E N E G 4 5 6 O T Reframe Positive Golden I No Bridge A T E© 2010 William L. Ury 43
  44. 44. QuickTime™ and a .............................................................................................................................................................. are needed to see this picture. decompressor Much Success in Your Negotiations!© 2010 William L. Ury 44

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