We negotiate every day, even when we are not aware of it.
We negotiate with the family to choose the restaurant, with the children on the way back from the disco, in the company to define objectives, the delivery date of a presentation, to settle different positions and avoid conflicts.
We also negotiate with customers, suppliers, business partners.
Negotiation is the fundamental tool to get what we want from others. In all fields – from work to love, from family to social life, from daily shopping to the purchase of a house – learning negotiation techniques means committing yourself to achieve your goals.
Knowing and using effective and efficient negotiation techniques, adapting them to the specific situation means possessing distinctive skills that allow you to deal with the most diverse situations, with high chances of getting what you want on acceptable terms.
Knowing the different types of negotiations and communication techniques that allow us to restructure the negotiation context is a crucial element both in professional and everyday life.
Even if the authors give the impression of trying to sell only their goods, this is an informative text of high relevance: a book that you must read if you want to learn to distinguish between negotiation strategy and tactics, competitive and cooperative negotiation.
You will also learn many good reasons not to negotiate with your Client by adopting the strategy you would use to sell a car.
Have you already bought it?
1) THE PROBLEM
2) THE METHOD
3) YES, BUT…
4) IN CONCLUSION
5) TEN QUESTIONS PEOPLE ASK ABOUT GETTING TO YES
Questions About Fairness and “Principled” Negotiation
Questions About Dealing with People
Questions about Tactics
Questions About Power
Analytical table of Contents
A Note on the Harvard Negotiation Project