Question

William Ury discusses how giving in usually results in an unsatisfactory outcome, where we may feel taken advantage of and also reward the other side for their bad behavior. Similarly, Ury touches upon how we can confuse getting even with getting what we want, losing sight of our core interests.

When negotiating in difficult situations, preparation is even more important so that we can stay focused on the negotiation and not the difficult tactics being used. Doing the work before a negotiation can help us to foresee the other side's tactics and to remember that they are simply tactics and not personal. We can practice staying aware of our reactions and centered on the negotiation, knowing that we can always step away for a break when needed.

Which of the three tactics that Ury mentions do you find harder to respond to?

Answer 1

William Ury outlines tactics like giving in, getting even, and preparing for difficult situations as challenging aspects of negotiations. Preparation and awareness of these tactics are essential to stay focused on actual negotiation goals and to handle situations without taking tactics personally.

Step-by-step explanation:

The question asks about which of the tactics discussed by William Ury you find harder to respond to in a negotiation context. According to Ury, these tactics include giving in, which can lead to feelings of being taken advantage of; getting even, which can confuse winning with getting what we genuinely want; and preparation for difficult situations where one must remain focused and not take tactics personally.

Dealing with difficult negotiation tactics can indeed be challenging, especially when opposing sides have intractable disagreements. Preparation helps foresee these tactics and maintain focus on the negotiation goals rather than react to the tactics as personal attacks. This fits into the broader spectrum of negotiating strategies where outcomes like the status quo, compromise, logrolling, and defection in a prisoner's dilemma all play a role.

Ury emphasizes staying centered on the negotiation and remembering that there is always the option to step away for a break when needed. This advice is particularly useful when facing difficult situations or aggressive tactics that aim to undermine our position or resolve.