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,
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.
Chapter 66The Attitudinal Drive
This negotiator believes that if both sides trust and like each other, they can resolve their differences. The Attitudinal Drive negotiator would never resolve a problem by telephone or through an intermediary. They want to be facing the other person so they can get a feel for who that person is, believing that, and “If we know each other well enough, we can find a solution.”
Jimmy Carter is an attitudinal negotiator. He initiated contact with the North Koreans when they were refusing to back down on their nuclear weapons program. He met with Haitian General Cedras until the brink of war and pleaded with President Clinton for a few more minutes to reason with the general. When he finally reached a settlement he ...
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