Skip to Main Content
The Truth About Better Decision-Making (Collection), 2/e
book

The Truth About Better Decision-Making (Collection), 2/e

by Robert E. Gunther, William S. Kane, Leigh Thompson, Martha I. Finney
June 2013
Beginner to intermediate content levelBeginner to intermediate
905 pages
13h 15m
English
Pearson
Content preview from The Truth About Better Decision-Making (Collection), 2/e

Truth 20. Negotiate issues simultaneously, not sequentially

Many people negotiate in the same way that they run their business meetings: by strict agenda. They simply list all issues under negotiation and then attempt to reach an agreement on each one, in sequence. Unfortunately, negotiating each issue independently is not only exhausting, it increases the likelihood of lose–lose agreements. Why? Negotiators are more likely to adopt a demanding, positional approach on each issue; they fight each battle and lose perspective about what is ultimately the most important issue. A far better approach is to discuss issues as packages and combine issues.

The key for negotiators is to handle several parts of a deal at the same time. This approach has ...

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.
Start your free trial

You might also like

The Highly Effective Marketing Plan (HEMP): A proven, practical, planning process for companies of all sizes

The Highly Effective Marketing Plan (HEMP): A proven, practical, planning process for companies of all sizes

Peter Knight
Managing Change and Transition

Managing Change and Transition

Harvard Business School Press

Publisher Resources

ISBN: 9780133445770