May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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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.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.
Key Principles of Practical Negotiating
Let us never negotiate out of fear, but let us never fear to negotiate.
—John F. Kennedy, Inaugural Address, January 20, 1961
As I was finishing the book, I realized something was missing. On reflection, I thought about similar books that I admired and discovered that all had a common characteristic—a set of key principles. So here are 12 principles to keep in mind when negotiating:
Conflict is inevitable! Therefore, negotiation is a survival skill than can be learned.
Negotiate from need not greed. Strive for a win-win outcome.
If you must, compromise on your wants, but not on your needs.
Be aware of both business (substantive) and personal needs in the negotiation.
Develop a settlement range including:
Desired settlement point
Opening position
Walk-away point
Be creative in developing currencies and use them to add value to the deal.
Concessions are essential to the give-and-take process of negotiating. Watch how you make them.
In negotiation, power is a function of alternatives:
Alternative sources
Alternative currencies
Alternative skills
Use the Negotiation Stages Model as a road map.
Be aware of your negotiation style. Use the key skills to expand your repertoire.
Assess your (and the other’s) tactical orientation.
Choose the best tactics to accomplish your objectives. Every behavior communicates.
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