GettingtoYeswithYourself

DEDICATION To my teachers—with profound gratitude CONTENTS Dedication Introduction: The First Negotiation 1 Put Yourself in Your Shoes From Self-Judgment to Self-Understanding 2 Develop Your Inner BATNA From Blame to Self-Responsibility 3 Reframe Your Picture From Unfriendly to Friendly 4 Stay in the Zone From Resistance to Acceptance 5 Respect Them Even If From Exclusion to Inclusion 6 Give and Receive From Win-Lose to Win-Win-Win Conclusion: The Three Wins Acknowledgments Notes About the Author Also by William Ury Copyright About the Publisher INTRODUCTION THE FIRST NEGOTIATION Let him who would move the world first move himself. —SOCRATES How can we get to yes with others? How can we resolve the conflicts that naturally arise with colleagues and bosses, spouses and partners, clients and customers, children and family members, indeed almost everyone we interact with? How can we get what we really want and at the same time deal with the needs of others in our lives? Perhaps no human dilemma is more pervasive or challenging. I have been working on this dilemma throughout my professional life. Three and a half dec......