O'Reilly logo

Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Truth 3. Your industry is unique (and other myths)

Contrary to popular thought, the basic structure of negotiation does not differ that much across different industries.

Myth #1: Your industry is unique

No matter what the industry, negotiators have specific issues that are important to them. For example, a home buyer might focus on price, closing date, and financing terms. A sales manager might focus on price, volume, and rebates. The key thing for both of these negotiators is not the nuances of how closing dates and royalty rates work but rather the fact that they both care about certain issues and may or may not be willing to make concessions in regard to them. Similarly, both a home buyer and a sales manager might have a “bottom line” and ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required