February 2011
Intermediate to advanced
320 pages
6h 18m
English
Content preview from The Negotiation Book: Your Definitive Guide To Successful Negotiating
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1.7. HONESTY WITH YOURSELF
It is often difficult to work out how good a deal you really have secured following a negotiation. This would be far easier to work out if, when we reviewed our performance, self-justification was left out of the equation. Denial results in us simplifying and justifying what happened without facing the stark truth. Have you ever asked yourself: 'If I had performed differently or taken different decisions, could I have secured a better deal?' It is easier to move on rather than reflect on our performance and consider the what and the why, and of course the resulting quality of the deal we finished up with. Learning something from each negotiation ensures that, even where unplanned compromises have taken place, you take away some value from the experience. This requires honesty with yourself. The following four areas provide a useful frame of reference for review, and as preparation for your next negotiation.
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