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 50The Beliefs of a Power Negotiator
Negotiating is Always a Two-way Affair
Power Negotiating is always a two-way affair. The pressure is always on the other person to compromise in the negotiations just as much as it is on you. For example, when you’re walking into a bank and applying for a business loan, you may get very intimidated. You tend to look at that big bank, and you start thinking, “Why on Earth would a big bank like this want to lend little old me money?” You lose sight of the pressure that’s on the other side. This bank spends millions of dollars a year in advertising to entice you to come in for a loan. There is tremendous pressure on the bank to get those deposits out in the form of loans. Many people at that bank have ...
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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.