O'Reilly logo

Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Key Points

Determining the power balance can affect the manner in which you negotiate.
In negotiation, power is a function of alternatives.
Think of alternatives on three levels:

- Alternative sources.

- Alternative currencies.

- Alternative skills and behaviors.

Don’t forget the power of the relationship. Develop a good working relationship with the other party to ensure win-win agreements.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required