Sales and Marketing
Description
It is a serious mistake to think that there is only one negotiating table. As William Ury explains, there are, in fact, three tables of concern: the central negotiating table and the two internal tables on either side. Ury discusses the importance of winning over those two internal tables before finalizing a deal. (Duration 4:02)
Biography
William Ury is the Director of the Global Negotiation Project (GNP), formerly the Nuclear Negotiation Project and Project on Preventing War, at Harvard Law School.
Mr. Ury earned his BA from Yale and his PhD, in social anthropology, from Harvard. He has conducted research in corporate boardrooms and other locations throughout the world.
Mr. Ury is the cofounder of Harvard Law School's Program on Negotiation and is the Director of the Global Negotiation Project. His research focuses on the global dynamics of transforming destructive conflicts into constructive processes. As one of the world's foremost experts in negotiation, he has mediated everything from corporate mergers to sensitive political issues. He has served as a consultant to many of America's biggest corporations, including AT&T, IBM, and Ford Motor Company, as well as to the Pentagon and the White House.
Mr. Ury also cofounded the International Negotiation Network, which is chaired by President Jimmy Carter, and he remains an adviser. The organization seeks to end civil wars around the world.
He is the coauthor of the best-selling book Getting to Yes and is also the author of Getting Past No.
