February 2011
Intermediate to advanced
320 pages
6h 18m
English
Content preview from The Negotiation Book: Your Definitive Guide To Successful Negotiating
Become 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.
4.1. 1. NERVE:
Believe in your position, never offend and always remain calm
Nerve helps us to exercise patience and to remain calm when the pressure is on. Anyone operating under pressure is reliant on controlling their nerves as part of being able to perform. The pilot, golfer, police officer, barrister, to name but a few, rely on their nerve to be able to carry out their duties as does the negotiator.
Exercising nerve during negotiations involves handling both perceived and real conflict, being able to read the sensitivities around the situation and calculate the risks before responding. Nothing happens by accident in negotiation, so having a clear head that allows you to operate as a conscious negotiator is essential to staying in control. Nerve also allows you to introduce challenging opening positions where appropriate in the knowledge that you are taking a risk that could compromise the potential of a deal. It allows you to more easily demonstrate conviction when taking up a position with confidence.
NOTE
conscious negotiator
A conscious negotiator is aware of their surroundings and the effect that they have on the relationship and the deal. Every action is intentional and considered. There is a high state of awareness and intent. They recognise that negotiation is uncomfortable and the job in hand requires them to accommodate this rather than allowing themselves to relax and become vulnerable.
Opening with an extreme position and remaining silent where appropriate might ...
Become 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,
and much more.
Read now
Unlock full access
More than 5,000 organizations count on O’Reilly
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.Julian F.
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.Addison B.
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.Amir M.
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.