David Goldwich

    Alejandrahas quoted2 years ago
    Some people who attend negotiation seminars hope to learn the secret to being a master negotiator. Unfortunately, there is no secret. There is only a body of guidelines, principles, strategies, tactics, and skills to learn and practice. There is also psychology and an understanding of human behavior. And, of course, there are communication and interpersonal skills.
    Alejandrahas quoted2 years ago
    As such, it requires us to use all of our communication skills: listening, asking questions, sharing information, interpreting information, framing proposals, reading body language, influencing, and persuading. It requires empathy and understanding, knowledge and insight, diplomacy and tact
    Alejandrahas quoted2 years ago
    A good negotiator is open-minded enough to accept that some of his original ideas were wrong, and flexible enough to learn and adapt along the way.
    Alejandrahas quoted2 years ago
    In other words, we negotiate with a counterpart because they can help us or hurt us.
    Alejandrahas quoted2 years ago
    You may not realize you are negotiating until you are actually bargaining with someone over how much it will cost you to meet that need. By then it is too late—your counterpart knows you need him and he knows you are unprepared. You’ve lost.
    Alejandrahas quoted2 years ago
    Know thyself. What do you want? Not what you think you want, but what you really want.
    Alejandrahas quoted2 years ago
    Once you’ve determined what you want—or what you think you want—ask yourself why you want it.
    Alejandrahas quoted2 years ago
    Prioritize your wish list into those items you must have, those you are willing to bargain for, and those that would be nice but not necessary.
    Alejandrahas quoted2 years ago
    Assess what resources you have, what you bring to the table. What do you have that your counterpart might want? List everything, tangible (money, products, service) and intangible (brand, reputation, emotional needs).
    Alejandrahas quoted2 years ago
    What strategies and tactics might you employ in the negotiation? Will you make the first offer, or wait for the other party to do so?
fb2epub
Drag & drop your files (not more than 5 at once)