July 2018
Intermediate to advanced
124 pages
2h 50m
English
Content preview from Negotiation Madness
Become 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,
Start your free trial


The need to do your homework before entering into a negotiation you are serious about cannot be stressed enough. Following on from the previous section, as an example, in Vietnam, there are different forms of address for people older, younger, or senior. People often think it is rude when straight off Vietnamese will enquire about your age when they are just trying to find out how to address you.
On homework, starting from the position of a sales person, the preparation has to be an intimate knowledge of your product and what it is competing against by other compatible or nearby offers and your competitors.
If you are the buyer, a similar situation applies. You need to know about ...