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.
Step 1: Determine Wants and Needs
The wants and needs of both parties are shown in Table 5.2.
| Seller: Voice Response, Inc. | Buyer: Rough-Rider Outfitters |
|---|---|
| What do you want? | What do you want? |
| Large customer to install and demonstrate new product—Spectrum. | State-of-the-art voice response system in six months. |
| What would getting this (want) do for you? | What would getting this (want) do for you? |
| Demonstrate technical superiority. | Improve quality and quantity of customer orders. More transactions, fewer people on phones. Higher profits. |
| Provide a test site. | |
| Is this my need? If you’re not sure, ask the question again: What would getting this do for you? | Is this my need? If you’re not sure, ask the question again: What would getting this do for you? |
| Increase revenue and market share. | Impress new market segment—young professionals. |
Create a Needs/Objectives Matrix
To create a Needs/Objectives Matrix, we distinguish business and personal objectives, as shown in Table 5.3.
| Needs/Objectives | Seller: Voice Response, Inc. | Buyer: Rough-Rider Outfitters |
|---|---|---|
| Business | Demonstrate the technical superiority of Spectrum.
Beta test site for new software. Regain market position. | Install user-friendly voice response system to handle increased volume. Secrecy about new marketing program. |
| Personal | Please your boss by landing this major deal for Spectrum. | Maintain quality of customer ordering system. Don’t upset the present customer base. |
Analysis of Step 1
By laying out ...
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.