September Monthly Meeting

By Alice Li

The Youth Entrepreneur Society (YES) held its September monthly meeting with our keynote speaker Stephen M. Hoffner, who delivered a presentation on the topic of interest-based negotiation. To start the meeting off, a networking session took place where the members were given a chance to catch up and talk before Mr. Hoffner took the stage. 

Mr. Hoffner began by addressing a common misconception: many people view negotiation as a form of combat, a battle of wills in which one party must prevail over the other. He challenged this idea, suggesting instead that negotiation is more productively understood as a puzzle. By treating negotiation as a collaborative process, participants are better able to discover creative solutions that meet the needs of all involved.

A central theme of the presentation was the importance of listening and communication. Too often, negotiators talk past one another, allowing partisan perceptions and personal biases to obstruct progress. Mr. Hoffner emphasized that successful negotiation requires resisting the urge to become too deeply committed to one’s own perspective. Instead, negotiators should approach conversations by engaging in inquiry before advancing advocacy. It is more effective to ask questions about the other’s own stance, not pushing forward your agenda which may make the other even more inclined to shy away.

He also highlighted the difference between positions and interests, noting that positions are often rigid and limiting, while interests reveal the deeper needs that truly drive negotiation. By focusing on interests rather than fixed demands, parties can identify solutions that are more mutually beneficial. 

Mr. Hoffner shared with us a story: of two boys, an orange, and their mother. The mother comes home to two boys fighting over an orange. She splits the orange down the middle, and gives one half to each boy. Minutes later, she returns to find half of the pulp, and half of the peel in the trashcan. This story teaches us the importance of asking for someone’s true interests. One boy wanted the pulp to eat, the other boy wanted the peel for its zest to make a cake. 

Another key point was the necessity of preparation. Negotiation, he explained, is not simply a matter of quick thinking in the moment but requires both strong mental readiness and situational awareness. Mr. Hoffner outlined seven core elements of effective negotiation. These include striving for outcomes that satisfy the underlying interests of all parties, avoiding unnecessary waste, ensuring the legitimacy of agreements, seeking outcomes superior to available alternatives, securing clear commitments, maintaining strong channels of communication, and improving relationships through the process. To end his speech, Mr. Hoffner introduced Getting to Yes by Roger Fisher and William Ury to us, a book that he calls the “Bible of interest-based negotiation”.

Following Mr. Hoffner’s presentation, the meeting continued with updates on exciting developments within YES. The organization officially launched the YES Pals program, a mentorship initiative designed to help new members feel welcomed and supported. Even in the real world, mentors are highly valued for their experience, and now this program brings the concept of mentorship to younger members. Under this program, members with at least one year of experience at YES will be paired with newcomers, providing a way to connect with a YES member who may not know many people in this community. The program promotes YES’s commitment to fostering an inclusive and supportive community for young entrepreneurs.

In addition, the organization announced the upcoming YES 5K Walk and Run, hosted in partnership with the Frisco Arts Foundation. This event will not only promote health and community engagement but also serve a greater purpose by supporting local North Texas artists and celebrating the role of the arts in the community. The event represents an opportunity for YES members to engage with the wider public and witness the flourishing of local culture.

The September meeting of YES reflected the organization’s dedication to equipping its members with valuable skills, building meaningful connections, and strengthening ties to the community. With the lessons learned from Mr. Hoffner’s talk and the launch of new initiatives, YES continues to position itself as a place where young entrepreneurs can grow and make an impact.