January 2015
Intermediate to advanced
288 pages
7h 59m
English
Content preview from Negotiating at WorkBecome 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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3Anchoring, Mindfulness, and Preparing for Problem Solving
Mutual-gains problem solving, a topic that's been the subject of many important and practical books, goes by various descriptions: interest-based as opposed to positional bargaining; the creation of value as opposed to the claiming of it; integrative as opposed to distributive negotiation; win-win as opposed to win-lose.1 When the idea of mutual gains is introduced, it is typically in contrast to its opposite. And that certainly makes sense in many discussions of negotiations where parties are negotiating a deal over prices of real estate, business deals, and contracts2—the capital N-negotiations we've referenced in previous chapters.3 This distinction may also make sense when discussing ...
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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.