We all negotiate every day, yet few people ever learn how to
negotiate. Those who do usually learn the old-school, adversarial
approach that is only useful in a one-off negotiation where you
will never see the other party again. However, such transactions
are becoming increasingly rare because most of us deal with the
same people repeatedly-our spouses and children, our friends and
colleagues, our customers and bosses. We need to achieve successful
results for ourselves while maintaining healthy relationships with
our negotiating partners. In today's interconnected world, a
win-win outcome is fast becoming the only acceptable result. This
book will show you how to get that win-win. You will also learn how
to: distinguish interests from positions and uncover hidden
interests use negotiating alchemy to create value out of nothing
appreciate the beauty of no on your way to yes force your
counterpart to consider your needs frame issues to your advantage
recognize when to make the first offer make and demand concessions
know when to compromise and when to try for something better
develop a powerful Plan B so you cannot lose manage emotions,
biases, and other psychological pitfalls use common negotiating
tactics and counter-tactics overcome an impasse negotiate
successfully with powerful counterparts prepare for any negotiation
using an eight-step template and much more!
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