The Book of Real-World Negotiations by Weiss Joshua N.; Ury William L.;

Author:Weiss, Joshua N.; Ury, William L.; [Weiss, Joshua N.]
Language: eng
Format: epub
Publisher: John Wiley & Sons, Incorporated
Published: 2020-08-25T00:00:00+00:00

Lessons Learned

As the reader can envisage from this case, when it comes to family business negotiations there is a lot to know and a lot to learn. The example herein illuminates many key lessons that should help others in a similar situation.

Lesson 1: The Readiness and Willingness Check

Early on when Geurt came into the process the situation looked rather bleak. He gave a lot of thought to where to begin. He realized that he needed to gauge the parties’ interests, goals, desires, and frame of mind to work through these issues. As such, he asked them if they were willing to do this. In other words, were their interest and goals aligned with where they collectively wanted to go? That was, however, not enough. Being willing was one thing, but being ready was another. Are you in the right frame of mind and do you have the desire to put in the hard work? was the follow-on question. Both men explained initially that they were willing, but Louis was not quite ready. This honest assessment helped to pinpoint that there was something that needed attention before they could proceed.

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