William Ury gives five
step strategy for negotiating with uncooperative
and intransigent approach and there are people who feel out bad and get angry because
they don’t know any more effective way to behave and they don’t see any benefit
out of negotiating. The steps involved in dealing with these parties are:
1) This is by controlling
one’s own behavior .When you are facing difficulty Ury quotes “going to balcony”.
You need to keep the mental equilibrium by distancing yourself emotionally and
see the situation objectively.
2) The second step is
by disarming the opponent by stepping to their side. By listening actively to
the other side by clarifying doubts and questions .There is need to say yes to
reduce tensions and foster and environment of agreement. Saying Yes instead of But.
Making I statements rather than make you statements.
3) This is to reframe
disputes in terms of interest rather than on positions. Asking open ended
problem solving oriented questions and asking why and why not questions situational
to elicit opponent’s interest and to generate alternative solutions. Identify
the problematic behavior
4) By building the
opponent party a golden bridge to make them from their position to an
agreement. Offering choices to opponent party and seeking third party
recommendations for opponents and giving the opponent party the credit to solve
the problem and finding the solution. Allowing the opponent to go to balcony
before making their decision.
5) This is the step
when the opponent party refuses to accept the golden bridge, so in this case
you need to make it hard for opponent to say no. Instead of using power to
bring the opponent to knees use them to bring them to the senses Here the goal
is to educate opponent party that agreement is in their best interest If the
other party still resist the BATNA needs to be applied
The goal is not to
dominate other side or to destroy them but the goal is to make them partners in
solving shared problems