May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & TechniquesBecome 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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The Paradox of Power
Salespeople lament:
Power! Are you kidding? Our customers have all the power? How can we negotiate when they’re holding all the cards?
Managers complain:
I really feel like I have no alternative but to work through that department. I mean, they’re the people who are supposed to help us, but it’s like trying to get blood from a stone!
Purchase agents ponder:
That vendor is a sole supplier. I feel powerless; as if I have to put up with any price or conditions that they set. They’ve really got us over a barrel—at least for now!
In numerous seminars with salespeople, managers, and others who have to negotiate for resources, I find an interesting phenomenon. Most people approach a conflict feeling like they are in a less powerful position than the other party. Many conclude that there is nothing they can do to affect the situation. This self-defeating attitude leads to inaction. Both parties are generally interested in reaching a workable agreement, so why do people feel powerless?
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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.