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 7. GOALS-WHAT YOU REALLY WANT
Now that we have explored why relationships matter and examined the values and practices of the successful negotiator, it's time to learn the step-by-step negotiation process. Negotiating well is a process of following five simple steps: Goals, Routes, Arguments, Substitutes, and Persuasion. The first letter of each step combines to spell the word "grasp," which means both to understand and to hold on tightly. The acronym GRASP is not merely a mnemonic device: by following the GRASP method, you will actually create a sustainable agreement (to which the parties hold on tightly) because it is based on mutual understanding (see Figure 7.1).
This and the next four chapters will take you through the GRASP method ...
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