January 2010
Intermediate to advanced
302 pages
6h 14m
English
Content preview from Beyond Dealmaking: Five Steps to Negotiating Profitable RelationshipsBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 3. THE POWER OF US
In addition to helping you avoid the potentially devastating pitfalls of post-deal resentment and retribution, relationship-based negotiation brings a wealth of positive benefits. Through working together to solve problems and create synergy, negotiation beyond dealmaking becomes a platform for generating immediate and lasting gains for all parties by
Increasing understanding
Building trust
Maximizing value
Reducing resistance and gaining acceptance
Whatever your job—be it salesman, buyer, service provider, business owner, manager, team-worker, consultant, or homemaker—you will find that negotiation goes more smoothly and you get better results by moving from forceful opposition to collaborative problem-solving, from dealmaking ...
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