William Ury Harvard Negotiation Prep

Prepare for important conversations using the Harvard Negotiation Project framework developed by William Ury. This step by step William Ury negotiation preparation routine helps you clarify interests, build a strong BATNA, and stay calm under pressure.

5 time blocks, 60 minutes in total.

Time blocks

Step onto the Balcony: 10 min
Pause and step back to assess emotion and detach from the outcome
Map Underlying Interests: 10 min
Separate surface positions from core needs, fears, and goals
Define and Strengthen BATNA: 15 min
Establish your best alternative to agreement and work to improve it
Brainstorm Options for Mutual Gain: 15 min
Generate creative options that satisfy priorities for both sides
Establish Fair Objective Standards: 10 min
Select market benchmarks, precedents, or neutral criteria

About this routine

William Ury, co-founder of the Harvard Negotiation Project and co-author of Getting to Yes, developed a practical framework for resolving high-stakes disputes. Rather than focusing on win-lose tactics or aggressive bargaining, his approach relies on structured preparation before stepping into the room. Following a William Ury negotiation preparation routine helps negotiators move away from rigid positions and focus on underlying human interests.

The core of this methodology involves stepping onto an imaginary balcony to maintain perspective, identifying your Best Alternative to a Negotiated Agreement, and generating options for mutual gain. Taking time to establish objective standards prevents emotional decisions during tense moments. This sixty minute process gives you clarity, calm, and confidence during any agreement discussion.

Why this routine works

Detaches emotion from high-stakes conversations by stepping onto the balcony
Clarifies core interests instead of getting locked into rigid positions
Strengthens your walkaway power by clarifying your BATNA
Uncovers creative win-win solutions using objective standards of fairness

FAQ

What is William Ury's balcony concept in negotiation?

Going to the balcony is a mental technique to step back, regulate your emotions, and observe the negotiation objectively from above.

What does BATNA stand for in Harvard negotiation theory?

BATNA stands for Best Alternative to a Negotiated Agreement, which represents your best walkaway option if no deal is reached.

How long does this negotiation preparation take?

This complete framework takes 60 minutes, divided into distinct blocks for emotional grounding, interest mapping, BATNA analysis, option generation, and setting standards.

Sources

Getting to Yes, Roger Fisher and William Ury
Getting Past No, William Ury
The Power of a Positive No, William Ury