By Eric W. Skopec
This advisor presents either a gameplan and a style for negotiating, utilizing real-life examples, skill-testers and easy-to-remember innovations and methods. The authors current 4 center talents, and clarify how readers can: determine negotiating weaknesses and triumph over them; constitution a negotiation utilizing a four-step strategy - relate, discover, suggest, agree; arrange for and behavior the negotiation; realize and hire universal methods of the exchange; comprehend while to mediate and while to stroll away; and observe negotiating principles to precise contexts comparable to trading, job-hunting and mediating disputes.
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Extra info for Everything's Negotiable: ...When You Know How to Play the Game
They're fun reading, and we've concluded each story with an object lesson that may help you avoid making the same mistake. Finally, Good to Know sections present bits and pieces of information that may help you in dealing with particular situations. For example, did you know that 40 percent of employees in the United States don't believe anything management says or that Chinese negotiators value detailed information and ask many questions to make sure they have all the facts before making a decision?
Chapters 7 through 10 introduce some advanced games-special situations where negotiation is particularly important. We show you how to use what you've already learned to manage the negotiations that have the greatest effect on your daily life. Chapter 7 focuses on the skills in buying and selling. You will see that the same skills you use every day to get good deals on personal items can help you in major corporate negotiations. Chapter 8 shows you how to use negotiation skills to build and maintain relationships in professional situations.
Aggressive negotiators Page 23 respond the same way, and you face a future of being drawn into losing negotiations until you get tough. Even more important, if you were willing to lose a negotiation because you wanted to build a relationship, giving in too soon sends the wrong message. The other party won't place much value on what you've given her. She may even doubt your goodwill. GOOD TO KNOW Almost everyone, even high-level corporate officials, can fall prey to the winner's curse. A. candidates, corporate CEOs, certified public accountants, and investment bankers, researchers have shown that fewer than 10 percent of executives can avoid the winner's curse.