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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2.6. SUMMARISING THE NEGOTIATION CLOCK FACE
Love and hate are regarded to be emotions that are very close to each other and yet are opposites. So it is with the 12 o'clock and 1 o'clock positions on the Negotiation Clock Face. The challenge for you as a Complete Skilled Negotiator is to remain focused on the value involved in the deal and not on yourself. If you can exercise the patience to question and listen and treat others with respect you will not only build power through knowledge but you will secure a commitment to trade through the respect you offer being reciprocated. Channelling your emotional energy in the appropriate way will enable you to control where you are on the clock face rather than becoming a victim to the time and the circumstances you face.
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