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 48. Negotiating Isn’t About Winning and Losing

Negotiations are about winning and losing, right? Wrong.

Negotiation is one of the most useful and powerful management tools for reaching agreements on a wide variety of issues—from work goals to pay raises to team assignments. But the process is not about one side winning. It’s about seeking a solution in which both sides feel satisfied. Think win-win rather than win-lose. That is, seek solutions in which both you and your opponent can feel victorious rather than zero-sum outcomes, where your gains come at your opponent’s expense.

Successful negotiations begin with careful planning. Acquire as much information as you can about your opponent’s interests and goals. What are this person’s real ...

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