Greetings!
Both
fascinating and complex, negotiation is an art that forms a part of our
day-to-day lives – both professional and personal. While for many people,
negotiation is innate, it is also a skill that can be developed through
concrete and powerful techniques. A good negotiation can be the difference
between success and failure in a whole range of activities. This month’s
Inspiring Ideas features world class negotiation experts such as William
Ury, Robert Cialdini, David Trimble and George Kohlreiser. Check out their
advice as you prepare for your next negotiation.
Chris Stanley, Editor HSM Inspiring Ideas
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Tips from the
Top
As a real life hostage negotiator, IMD
professor George Kohlrieser has had plenty of opportunity to practice what
he preaches on the art of negotiation. Take a look at his six essential
skills for managing conflict effectively.
[Read
+] |
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Million
Dollar Tales Panama Canal
The completion of the Panama
Canal is one of the world’s great engineering feats and the negotiations to
complete and build this vital connection between two oceans spanned
decades. In 1881 a French company called the Compagnie Nouvelle du Canal
de Panama acquired the contract to build the canal. But by 1889, the
Compagnie had gone bankrupt and had lost roughly $287 million along with
approximately 20,000 lives in the process. In the same year, the U.S. has
become convinced that the canal passage was absolutely vital to their
interests. [Read
+] |
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After
Office The Power of a Positive No by William
Ury
Twenty-seven years ago, Roger
Fisher and I co-authored a book called Getting to Yes, which focuses on how
to reach an agreement that is beneficial to both sides. It became an
international bestseller, I believe, because it reminds people of the
commonsense principles they may already know but often forget to
apply.
Yet over the years, I have come to realize getting to Yes is
only half the picture—and it is, if anything, the easier half. As one
company president, a client of mine, told me, “My people know how to get to
Yes—that’s not the problem. It’s saying No that’s tough for them.” Or as
former British prime minister Tony Blair put it, “The art of leadership is
not saying Yes, it’s saying No.” [Read +] |
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| MULTIMEDIA TOOLBOX |
 VIDEO David Trimble is a
Nobel Peace Prize winner for his efforts in bringing an end to violence in
one of the world’s most deeply conflicted regions – Northern Ireland.
Listen to why he thinks flexibility isn’t always the asset you might
imagine when negotiating [watch video] |
| VIDEO Dr. Robert
Cialdini’s is the best selling author of Influence: Science & Practice,
whose groundbreaking, evidence-based research resulted in the "six
principles of influence". Listen as he talks here about the first of these
principles – the importance of reciprocity. [watch video] |
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| HSM NEWS |
| Bill
Conaty: Straight Talk in a Slump |
 William J. Conaty is widely considered to be a master
of talent management. During his four decades at General Electric (GE),
including 14 years as its human resources chief, he nurtured leaders
through downturns and bubbles. Now an adviser to private equity firm
Clayton, Dubilier & Rice and 2009 World Business Forum speaker, Conaty
shares his thoughts on conducting a midyear review in a recession. |
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| RECOMMENDED READING |
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The
Power of a Positive No
By: William Ury
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“ William
Ury brings a marvelous blend of experience, insight, integrity and warmth
to his work. In this wonderful book he teaches us how to say No - with
grace and effect - so that we might create even better Yes "
Jim Collins, author
Good to Great |
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