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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7.3. YOUR BOSS AS YOUR WORST ENEMY
The most dangerous person to take on the role of negotiator in any organisation is the person with the most authority – usually the boss. The person who can say 'yes' and knows that they are able to do so is more likely to do so and under pressure they often do. If you have you ever attended a meeting alongside your boss you may well have experienced the following typical and yet frustrating scenario.
It is your client relationship but your boss wants to sit in for whatever reason. The meeting starts and you set out to discuss some of the challenging issues with your client, and then your boss starts to take over. Before you know it, your client and your boss are fully engaged in the discussion, they start exploring solutions and ultimately concessions are traded that you would not have been empowered to offer yourself. Your boss still thinks that they are doing the right thing and a great job at that. What has happened though is that your boss is as keen as you are to resolve the issue. They are however more empowered (which as we know, makes them more dangerous). Before long, your boss has concluded the meeting having built an agreement. Your boss has probably involved you along the way, yet may even have undermined your relationship and credibility with your client. Guess who the client asks to see at the next meeting?
Your boss may be highly skilled, have tremendous nerve and be very capable of managing relationships. However, they have a ...
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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.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.