William Ury: Master of Principled Negotiation

William Ury is a renowned negotiation expert and co-founder of the Harvard Negotiation Project. He is best known as the co-author of the bestselling book “Getting to Yes” with Roger Fisher, which has sold over 2 million copies and been translated into 20 languages. Ury has spent his career developing practical negotiation strategies that help people resolve conflicts and build better relationships in both professional and personal contexts.

Education and Early Career

Ury received his Bachelor of Arts in History from Princeton University before pursuing advanced degrees at Harvard. He earned both his Master of Business Administration from Harvard Business School and his Doctor of Juridical Science from Harvard Law School. This multidisciplinary education provided him with a strong foundation for his later work in negotiation and conflict resolution.

The Harvard Negotiation Project

In 1981, Ury co-founded the Harvard Negotiation Project with Roger Fisher and Bruce Patton. This project became a leading research center for the study of negotiation and conflict resolution, attracting scholars and practitioners from around the world.

Role in the Project

Ury’s contributions to the Harvard Negotiation Project included:

• Developing research methodologies for studying negotiation processes
• Training professionals in principled negotiation techniques
• Conducting workshops for organizations and governments
• Collaborating on publications that advanced the field

Research Focus

The project’s research under Ury’s involvement focused on:

• Principled negotiation methods
• Cross-cultural negotiation dynamics
• Mediation and arbitration processes
• Application of negotiation principles to real-world conflicts

”Getting to Yes”

Published in 1981, “Getting to Yes: Negotiating Agreement Without Giving In” became Ury’s most famous work. Co-authored with Roger Fisher, the book introduced the concept of principled negotiation, which has influenced millions of readers worldwide.

Key Concepts

The book’s central principles include:

• Separating people from the problem
• Focusing on interests rather than positions
• Generating options for mutual gain
• Insisting on objective criteria

Impact and Legacy

“Getting to Yes” has had a profound impact on:

• Business negotiations
• International diplomacy
• Legal practice
• Personal relationships
• Academic research in conflict resolution

The book has sold over 2 million copies and has been translated into 20 languages, making it one of the most influential works on negotiation ever published.

Other Publications

Beyond “Getting to Yes,” Ury has authored or co-authored several other influential works:

“Getting Past No”

In 1991, Ury published “Getting Past No: Negotiating With Difficult People,” which addressed how to handle challenging negotiators and situations where the other party is being difficult or uncooperative.

Key Insights

• Understanding why people say “no” and what it really means
• Techniques for breaking through resistance and defensiveness
• Strategies for dealing with hardball tactics
• Methods for turning confrontations into collaborations

”The Power of a Positive No”

In 2007, Ury co-authored “The Power of a Positive No: How to Say No and Still Get to Yes” with Roger Fisher and Bruce Patton. This book explored how to say “no” effectively while maintaining relationships and creating opportunities for better outcomes.

Core Principles

• Saying “no” to requests that don’t serve your interests
• Doing so in a way that preserves relationships
• Using “no” as a starting point for better negotiations
• Maintaining your integrity while being respectful

”The Right Fight”

In 2017, Ury published “The Right Fight: How Great Leaders Use Conflict to Get the Best Results,” which examined how effective leaders use conflict constructively to drive innovation and performance.

Consulting and Advisory Work

Ury has served as a consultant to governments, organizations, and businesses worldwide:

• Advising on international treaty negotiations
• Facilitating peace processes in various regions
• Training corporate executives in negotiation techniques
• Contributing to conflict resolution in the Middle East, Central America, and other regions

Notable Engagements

Some of his most significant consulting work has included:

• Training diplomats and government officials in principled negotiation
• Advising on various international treaty negotiations
• Facilitating negotiations between conflicting parties in business and organizational settings
• Contributing to peace processes in several conflict zones

Teaching and Speaking

Ury has been a sought-after speaker and teacher:

• Conducting workshops and seminars for organizations worldwide
• Teaching negotiation courses at universities and professional institutions
• Delivering keynote addresses at conferences and events
• Creating training programs for professionals in various fields

Teaching Philosophy

His approach to teaching negotiation emphasizes:

• Practical application of theoretical concepts
• Interactive learning through role-playing and simulations
• Real-world case studies and examples
• Development of skills that can be used immediately

Approach to Conflict Resolution

Ury’s approach to conflict resolution is characterized by several key principles:

Principled Negotiation

His emphasis on principled negotiation involves:

• Treating negotiations as joint problem-solving exercises
• Seeking mutually beneficial solutions rather than zero-sum outcomes
• Maintaining respect for all parties involved
• Focusing on underlying interests rather than stated positions

Collaborative Problem-Solving

Ury believes that:

• Most conflicts can be resolved through creative problem-solving
• Collaborative approaches often produce better outcomes than adversarial ones
• Understanding the other party’s perspective is crucial for successful negotiation
• Building relationships is as important as reaching agreements

Influence on Professional Practice

Ury’s work has transformed professional practice in several fields:

Legal Practice

His contributions to legal education and practice include:

• Introducing negotiation courses into law school curricula
• Emphasizing practical skills alongside theoretical knowledge
• Developing new approaches to dispute resolution
• Creating training programs for practicing lawyers

Business Negotiations

Ury’s principles have influenced business practice by:

• Providing frameworks for complex deal-making
• Teaching executives how to handle difficult negotiations
• Developing strategies for international business negotiations
• Creating approaches to labor-management negotiations

International Diplomacy

His work has impacted international diplomacy through:

• Training diplomats in principled negotiation techniques
• Advising on treaty negotiations and peace processes
• Developing frameworks for international conflict resolution
• Contributing to multilateral negotiations

Legacy and Recognition

Awards and Honors

Ury has received numerous awards and honors for his contributions to negotiation and conflict resolution:

• Recognition as one of the leading experts in his field
• Honorary degrees from several universities
• Awards for his contributions to peace processes and conflict resolution

Continuing Impact

His legacy continues through:

• The ongoing work of the Harvard Negotiation Project
• The many students and practitioners who apply his principles
• The continued popularity of his books
• Research and teaching in negotiation and conflict resolution worldwide

Personal Philosophy

Ury’s work is guided by a belief that:

• Conflicts are natural and can be opportunities for positive change
• Effective negotiation requires understanding and respect for all parties
• Principled approaches to conflict resolution benefit everyone involved
• Education and training can make people more effective at resolving disputes

Approach to Negotiation

Ury’s approach to negotiation emphasizes:

• Preparation and planning before entering negotiations
• Active listening and understanding of the other party’s interests
• Creative problem-solving to generate mutually beneficial solutions
• Use of objective criteria to evaluate proposed agreements
• Maintaining relationships while advocating for one’s interests

Continuing Work and Influence

Ury continues to:

• Write and speak about negotiation and conflict resolution
• Consult on international negotiations
• Mentor younger scholars and practitioners
• Contribute to peace processes around the world

His influence extends beyond academia to:

• Business negotiations worldwide
• International diplomacy
• Legal practice
• Personal relationship management
• Academic research in conflict resolution

Key Contributions

Ury’s key contributions to the field include:

• Development of the principled negotiation framework
• Practical techniques for handling difficult negotiations
• Methods for saying “no” effectively while preserving relationships
• Approaches to turning conflict into creative collaboration
• Training programs that make negotiation skills accessible to everyone

Future Directions

Ury’s ongoing work focuses on:

• Adapting negotiation principles to digital and remote environments
• Addressing new forms of conflict in the modern world
• Developing approaches to negotiation across cultural boundaries
• Creating tools for conflict resolution in complex organizational settings

Through his pioneering work, William Ury has established principled negotiation as a field of study and practice that has helped millions of people resolve conflicts and build better relationships.