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 11. PERSUASION — WINNING THEM OVER
If you were to think of relationship-based negotiation as a living organism, the first two steps of the GRASP method, Goals and Routes, would be the brain: the focus of your creative energy. The next two steps, Arguments and Substitutes, are the muscles: they strengthen and support you, preventing you from falling. The final step, Persuasion, is the heart of negotiation: the emotional core that connects you to the other party. Persuasion, in short, reaches out from your goals to theirs.
Persuasion, the art of winning someone over, is the easiest step in the GRASP method to define. Unfortunately, it's the hardest to master. First, it requires that you focus the conversation toward the interests of the other ...
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