May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Tactical Orientation Analysis
Are you surprised at where you ended up on the continuum? How about the other side? If so, look back at the questions to see which items you assigned a 0 or a minus number. Ask yourself:
In which zone (i.e., win-win, adversarial, or neutral) am I?
In which zone (i.e., win-win, adversarial, or neutral) are they?
Determine if changing any of these items would enhance the negotiation. If you discovered that the other party did not trust you, what are some gestures or behaviors that you could exhibit to prove trustworthy to the other side? Perhaps, disclosing some in-depth information about your needs could work to build trust.
If you are under time pressure, what can you do to relieve it? Many union negotiations have a midnight strike deadline to put pressure on both sides to reach an agreement. Sometimes, negotiators will literally stop the clock; in one instance, by pulling the plug from the wall. In terms of a win-win outcome, how could you go beyond just the issues on the table to expand the pie so that a win is possible for both sides? Consider the loan processing case from Chapter 2 where the director of loan processing agreed to serve as an advocate for the IT department in the next budget round.
Finally, if a long-term relationship is important to you but not necessarily important to the other side, what can you do to enhance the importance of the relationship to them? Think about it from their perspective. What could you do so that they need ...
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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.