Negotiation expert William Ury presents six strategies for helping someone move from a “no” to a “yes” in the negotiation process.

Gain a Broader Perspective

 Step back from the negotiation and imagine yourself as an observer. This approach allows you to separate individuals from the issue at hand, enabling you to see the bigger picture and consider the other party’s perspective. It can also help you detach emotionally and explore new alternatives as you assess your progress.

Switch Perspectives

 Temporarily adopt the viewpoint of the other party. Consider what they perceive as their strengths and weaknesses, and how they might view yours. This shift in perspective can inform your approach and help you find common ground for a mutually beneficial agreement.

Encourage Them to Engage

 Invite the other party to view the situation from your perspective, or suggest they consider it from a third-party viewpoint, such as that of a lawyer, a member of the public, or a family member. Prompt them to think creatively by asking what they would do in your situation, encouraging exploration of all possible options.

Avoid Manipulative Tactics 

Remember that a key goal of negotiation is to establish a foundation for future mutually beneficial interactions. Avoid resorting to gamesmanship or making disparaging remarks, such as “I told you so,” if you achieve something they do not or if they alter their position. Focus on building relationships and identifying common interests rather than creating distance.

Make It Hard to Decline

 Clearly articulate your viewpoint in a respectful manner, aiming to preserve the relationship. Present your facts and figures to inform them—without coming across as condescending—and ensure you balance their points with yours. If applicable, share your Best Alternative to a Negotiated Agreement (BATNA) or Zone of Possible Agreement (ZOPA) to further your interests. Additionally, discussing your Worst Alternative to a Negotiated Agreement (WATNA) can highlight the costs and consequences of not reaching an agreement.

Utilize Effective Questions

 Strong communicative skills are essential for negotiators. Prepare questions that are emotionally neutral and non-judgmental. Foster an open and transparent dialogue by asking open-ended questions that encourage exploration and understanding.