Description
As we suggest in many places, much of what we talk about is rooted in human psychology-predictability of how people are likely to behave in given situations. That does not mean that we are certain they will always behave that way. So, again, your informed judgment is key.
We also tell you that there is no exact way to behave as a negotiator. We say, "Be yourself, it's who you do best." That doesn't mean there are no general guidelines you should follow. Being yourself refers to personality traits that make your style unique. If you are quiet, for example, it's difficult to all of a sudden be boisterous. If you are not funny, you probably can't suddenly become
funny. That's okay, we know excellent negotiators with all different styles. Use your particular style, your particular strength. Play to your strengths. For example, if you are a morning person, don't schedule important calls or meetings late in the day. Likewise, if you are an evening person or night owl. don't make your negotiations early in the day.
Throughout this book, you will see us use the concept of repetition in a number of ways. We believe repetition is essential to effective learning as well as effective persuasion in negotiations. Interestingly, you'll also see how repetition is effective in gathering information.
People often ask us why certain deals succeed and others fail. As with many aspects of negotiations. "It depends." In this book, we'll review both deals that succeeded and ones that didn't. We'll take you through many actual negotiation situations. We'll review the results, both good and bad. Then we'll summarize what worked and what didn't. This approach will help you understand many of the important negotiation principles in context. You will then be able to apply these practical approaches in your negotiations, and improve your results.
While this book is written with many examples for the negotiator in the technology industry, the general concepts apply to all negotiations, personal and professional. How you choose to apply them is up to you! you'll
Lastly, though you may not want the other side to read this book, have fun reading it yourself!
Let's take a sneak peek to see what we'll cover.
ISBN: 9791592200992
