February 2015
Intermediate to advanced
175 pages
4h 45m
English
Content preview from Advanced Negotiation Techniques
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CHAPTER 3
Our Four Negotiation Mantras
Our clients frequently ask us how best to recognize when the other party is prepared for negotiation. Sometimes, one party can begin a negotiation without the other party feeling that a negotiation has started. Our clients often ask how to distinguish between simply building initial rapport and the more substantial phases of negotiation, how they can be sure they should continue to negotiate, and how to know when it’s time to reach a conclusion. To answer these questions, RDC has four negotiation mantras that are worth chanting to yourself, as shown in Figure 3-1.
Figure 3-1. The RDC negotiation mantras ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.