January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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CHAPTER 6
DECIDING THE BEST APPROACH FOR THE NEGOTIATION
‘Success is 20% skills and 80% strategy. You might know how to succeed, but more importantly, what’s your plan to succeed?’
Jim Rohn
What you will discover in this chapter:
- ●The six negotiation strategies and guidelines on how to determine which one to use
- ●The main factors to take into account when choosing the right strategy
- ●The importance of balancing the task and relationship (T + R)
The distributive and integrative approach – to divide the pie or make it bigger?
There are two main approaches to negotiation – distributive and integrative. The six negotiation strategies – competition, collaboration, compromise, avoidance, accommodation and hybrid – stem from this distinction. They ...
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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.