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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Win-Win Tactics
Win-win tactics, if used by you or the other side, are more likely to lead to a mutually beneficial agreement. Many of these tactics are also referred as “cooperative tactics” for use in “Principled Negotiations.”[1] Some of these tactics, if used in a manipulative or extreme way, could result in a negative outcome. Win-win tactics are not intended to be used in this manner. We encourage you to learn how and when to use these tactics. In Chapter 10, we explore a method to determine which tactics to use and which to expect from the other side.
The tactics are listed alphabetically and laid out in the following format:
Description: What the tactic is about.
Sounds like: The words or phrases negotiators use to execute the tactic.
Advantages: Positive reasons to use this tactic.
Disadvantages: How the tactic may backfire or limit your effectiveness.
Tips: General information about the use of this tactic.
Each of the following tactics will allow you to build a win-win outcome.
Agenda
Description: Listing the issues to be discussed in the negotiation.
Sounds like: “We plan to deal with ___________ today. Is that correct?” “Are there any other areas we should cover?”
Advantages: Helps you take the initiative and maintain control. Guards against surprises as you work to close the agreement. If you control the agenda, you control what will or will not be addressed.
Disadvantages: May be perceived as too pushy.
Tips: Control of the agenda signals firmness. Let the other side set it ...
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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.