May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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The Rule of Power in Negotiation
Keep in mind one simple rule: In negotiating, power is a function of alternatives.
Think of alternatives on three levels:
Alternative sources.
Alternative currencies.
Alternative skills and behaviors.
Because these three levels are cascading, explore alternative sources first. Having exhausted that category, develop any alternative currencies. Finally, consider alternative skills and behaviors that you could use to maximize your power in presenting alternative solutions.
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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.