November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome 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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Chapter 4Beginning Negotiating Gambits: Avoid Confrontational Negotiation
What you say in the first few moments of a negotiation often sets the climate of the negotiation. The other person quickly gets a feel for whether you are working at a win-win solution, or whether you are a tough negotiator who is out for everything you can get. That is one problem that I have with the way attorneys negotiate—they’re very confrontational negotiators. You get that white envelope in the mail with black, raised lettering in the top left-hand corner and you think, “Oh no. What is it this time?” You open the letter and what is the first communication from them? It is a threat. What they’re going to do to you, if you do not give them what they want.
Attorneys ...
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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.