May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Key Points
 | Identifying and satisfying the underlying needs of all parties represents the essence of the negotiation process. |
 | A win-win agreement occurs when the underlying needs of both parties are satisfied. |
 | Wants refers to expressed desires or positions each side takes in the conflict. |
 | Needs refers to their respective underlying interests. |
 | If you must, compromise on your wants, but not on your needs. |
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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.