Phillip Simon
William
Ury: The walk from “no” to “yes” (19:15)
William
Ury: How to Effectively Persuade &
Cajole (2:27)
Both of these podcast/videos relates to separating the people from
the problem a topic discussed in William Ury and Roger Fisher’s book “Getting
to yes”. In the first video William uses
several stories as examples to ultimately finding the third side. Because in every situation and/or conflict
there are two side (which can be represented by a side 1 and side 2. William encourages us to find the 3rd
side, which helps to remind us to what’s at stake. William calls this 3rd
side “going to the balcony” in other words this side helps us gain a greater
perspective to what the situation or conflict is about. In conflict resolution this is another way of
separating the people from the problem.
Whether through the use of a third person or party anything that allows
us to focus not on ourselves, but the problem is the goal. William further goes on to illustrate this
buy using examples as to some of the major crisis negotiations he was apart of
from Russia to Africa and the Middle East.
In the second video Williams talks about the filmmaker Steven Spielberg
and the technique he used to win over a bully using dirty tricks to manipulate
the young Spielberg. In both videos I
was refreshed in my knowledge of knowing that a third party or a 3rd
side as William Ury puts it can help. If
the other two conflicting side can gain perspective and allow the problem to be
the main focus and not each other the solutions can be found. This can be useful for situations that may
arise in the film industry where any two sides may have a difference in opinions
and objective, but yet need to come to some common understanding in order to
accomplish the project.
Roger Fisher, William Ury, and Bruce Patton
MGMT 489 – Negotiation:
First Half (1/3) (10:07)
MGMT 489 –
Negotiation: First Half (2/3) (9:52)
This particular video is a workshop of a negotiations moderated by
the three gentlemen who wrote the book “Getting to yes”. In the first scenario you’ll find the classic
example of bargaining over positions between two men, a radio station owner and
a businessman wanting to buy his station.
In the beginning each man is only focused on the substance being
negotiated over and not focusing on the process of the negotiation or the real
problem at hand. After a teaching point
is reached it is obvious that the rising interest in each gentlemen’s position
give way to possible options that can be reached. I have learned that each and every
negotiation is an exercise in influence and both of these scenarios reflect
that once interest are identified and options are created and discussed then
the real negotiations can take place.
Being that the film industry is predicated on deals and all deals at
some point will have to be discussed, will lead toward negotiation having to be
made. Know the best ways to effectively
negotiate will help me further reach all my goals in accomplishing any of my
projects as a movie producer.
Roger Fisher, William Ury, and Bruce Patton
MGMT 489 – Negotiation:
Second Half (3/4) (9:41)
MGMT 489 – Negotiation:
Second Half (4/4) (7:19)
This particular video is a workshop of a negotiations moderated by
the three gentlemen who wrote the book “Getting to yes”. This is the second half of the video
scenarios describe in previous paragraph.
In this scenario they are discussing the BATNA (best alternative to
negotiating agreements) and how best to go about figuring what the walk away
alternative is. Knowing what your BATNA
is will give you power in going into your meeting. This will allow you to be fully prepared for
anything that might occur during the meeting, which might not fall into your
favor. Having something in your back
pocket will always give you an edge, but what will sharpen that edge is knowing
what the other people setting across from you will have in their back pocket. Knowing what their
BATNA is should not be over looked. And
in this last scenario it just proves to show you that having other alternative
in place is prudent toward the success of any negotiations. Overall, all this information in terms of efficient
and effect negotiations will benefit me as a movie producer as I will be in
constant negotiation from A-list actors to food caterers. And being able to negotiate my terms not just
from a position but from a point in trying to accomplish all my project on
schedule and within budget for the good of all is paramount to applying all
these techniques.
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