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 4. THE FOUR PILLARS OF RELATIONSHIP NEGOTIATION
The first step in becoming a successful negotiator over the long run is to understand precisely what negotiation is—and what it is not. Let's start with a definition of what it is:
Negotiation is communication between two or more willing parties with conflicting goals in order to achieve mutual gain.
That eighteen-word sentence contains a lot of powerful ideas, so let's break it down phrase by phrase.
Negotiation is communication—It's a forum for exchanging thoughts, messages, and information. It's not a sport or a battle or a magic act. It doesn't require any special tricks or even oratorical genius. It is simply an attempt at connection.
...between two or more—The key word here is "more." Even ...
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