1. In his book Getting Past No, William Ury discusses the concept of “going to t
ID: 346300 • Letter: 1
Question
1. In his book Getting Past No, William Ury discusses the concept of “going to the balcony.” a.) What does he mean by this concept? Can you describe a negotiation you were involved in or are familiar with where one of the parties was able to advance a negotiation by “going to the balcony?” If you cannot think of a negotiation where you or someone else employed this tactic, can you think of a negotiation where you or someone else did not “go to the balcony” but probably could have to great effect? b.) Another concept Ury discusses in his chapter on “going to the balcony” is to “rewind the tape.” What does he mean by that? Please describe a negotiation you were involved in or are familiar with where one of the parties was able to employ the tactic of “rewinding the tape.” If you cannot think of a negotiation where you or someone else employed this tactic, can you think of a negotiation where you or someone else did not “rewind the tape” but probably should have?
Explanation / Answer
Going to the balcony simply means to get a fresh perspective. Sometimes in negotiation Out minds can go blank and we are not able to think clearly in that case it is advisable to take a break from the situation and go out and seek new perspective. An example is when I was doing salary negotiation with my employer and in that moment I felt pressurized into accepting an offer. Instead of saying yes then , I just asked for 5 min and then I reassessed the situation in solace. I then found that I could ask for better perks instead of cash and told HR the same. As a result even though my cash in hand was less but i could get a tranfer in my native place and I saved out on expenses due to boarding and lodging.
Rewind the tape helps you to buy time. By reiterating what you have already understood your mind processes it better and prepares scenarios also it gives the other person an impression of truustability and understanding. I saw frequent use of this by my father in his retail store where he simply reiterated what customer asks to show him that he has properly understood his concerns and then shows him the product that he wants to sell not what customer has originally wanted
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