O'Reilly logo

5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Truth 21The game

Most people don't have trouble initiating small talk because they do it all the time. However, they often have not taken lessons in negotiation, so they don't know where to begin. You may wonder, "Who should begin?" That's a strategic decision on your part.

Some negotiations are heavily scripted, meaning that rules, norms, and codes of conduct exist. For example, house selling in the United States usually occurs with a seller listing her home. The seller's list price is her first offer. The buyer usually will make an offer through an agent, and in most states that is a written offer.

Buying a car is a scripted negotiation. The sticker price is the seller's first offer. The buyer makes a first offer, usually verbally. I would ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required