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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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.
2.3. THE THREE FACTORS THAT INFLUENCE EVERY NEGOTIATION
2.3.1. 1. Power
Even if you conclude that the other party needs this deal more than you, their ego could still prevent them from agreeing. There are many who walk away from the table, even though the deal on offer is better than any other option they have, because they feel manipulated. Often their ego will not allow them to give you the satisfaction of winning or, sometimes, if it's regarded as unfair in their minds, they will even walk and pay more elsewhere. This is not rational, it's emotional, but it is people we negotiate with and emotions that we need to take into account. Power does not give you the right to manipulate. To understand power in negotiation is one thing, to understand how to apply it to achieve your objectives is another.
2.3.1.1. Managing your options
The level of dependency between two parties is heavily influenced by options (supply and demand) and by whatever time and circumstance means to those involved. If you have no options and need to secure an agreement you have a low level of power, assuming of course that the other party knows this. Now, if they have no idea of the number of options you have it may make no difference unless you are busy weighing up the situation in your own head and allow yourself to believe you have little or no power. What if they have no options and are in equal need of an agreement? Who has the balance of power now? And what of the implications of time? Let's say that ...
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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.