February 2019
Beginner
3520 pages
50h 49m
English
book
Harvard Business Review Guides Ultimate Boxed Set (16 Books)
by Harvard Business Review, Nancy Duarte, Bryan A. Garner, Mary Shapiro, Jeff Weiss
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Chapter 11
Tame the Hard Bargainer
Shift the conversation.
The Problem
You’ve worked hard to prepare for the negotiation, and you’re ready to enter the circle of value. But every time you try to better understand your counterpart’s interests or jointly brainstorm options, he resists. Rather than following your approach, he’s wedded to using typical negotiation tactics: laying out his position, making threats, and waiting for you to make concessions. He dismisses your questions about what’s driving his demands, saying instead, “That’s not relevant. I want what I want.”
Take, for example, Ruben, a salesperson trying to sell a large piece of equipment to George, his potential customer. George makes an opening demand: “I’m going to need a 10% discount.” ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.