May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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,
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.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.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.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.
Creative Currencies Exercise
In negotiation workshops, I have often used an exercise involving the creative use of currencies.[2] Participants are paired up and each contributes $5 to the pot. The rules state that the pot has to go to one or the other participant—no splitting, no giving to charity or a third party, and that the agreements have to be real (deliverable within three weeks of the workshop). Once they know the rules and the identity of the other party, participants are given 10 minutes to plan. They consider two questions:
| 1. | If I give the pot, what do I want in return from the other party? |
| 2. | If I get the pot, what am I willing to give to the other party? |
In planning, they have to think about the other party and make some assumptions about what might be valuable to them. They also have to think through their own wants and needs and consider currencies the other party might offer to meet those needs. Participants make lists covering both contingencies—getting or giving the pot. After planning, they negotiate in pairs for 15 minutes and then declare (1) a “deal” and post the results on the flip chart or (2) a deadlock and the money goes to the instructor. Having done this exercise in many different organizations and in public sessions, I am always amazed at the results. Here are just some of the many settlements:
| A: | Got the pot. |
| B: | Ride to the airport in A’s rental car. |
| B: | Got the pot. |
| A: | Day-long sailing trip in San Francisco Bay on B’s boat. |
| A: | Got the pot. |
| B: | Job lead in A’s ... |
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,
and much more.
Read now
Unlock full access
More than 5,000 organizations count on O’Reilly
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.