rsapple
01-08-2009, 08:26 PM
How To Become A Better Negotiator
http://i26.tinypic.com/993zw9.jpg
Amacom books | ISBN 978-0-8144-0047-0 | ENGLISH | PDF | 112 PAGES | 1.12 MB
Introduction
Negotiations are a means of resolving differences between people when imposed settlements are not possible. And because so much of our work and personal lives involve resolving differences, the ability to negotiate effectively is an essential life skill. Almost everything we do involves some kind of negotiation. If you think about it, you’ll realize that you negotiate all the time, every day. You negotiated to get your new job and a raise. You negotiated with coworkers about where to hold your last meeting. You negotiated with your spouse and other loved ones about where to take a vacation.
When we buy and sell things, sell ideas, and solve problems that involve others, negotiation gets us what we want. Negotiation is a way to get one’s fair share, whether it’s selling a proposal to your boss, settling a labor dispute, buying real estate, or getting that new car.
Most Americans are uncomfortable with negotiations (remember the last time you bought a new car?). This may be the consequence of bad experiences or of feeling unprepared to do them well. Ours, unlike some others in the world, is a haggle-free culture. And most Americans seem to prefer it that way. As evidence, consider the customer response to Saturn Corporation’s introduction of its no-haggle sales policy: Here’s the car, here’s the price. People loved it.
You can learn to be a good negotiator if: You know what you want and what you are willing to give up. You know (or have a good idea) what the other side wants and what it is willing to give up. You come to the table with a ‘‘how can we both win’’ attitude. You are skilled in problem solving, listening, basic conflict management, and the uses of tactics and strategies in negotiating. This book contains nine chapters, each building upon those preceding.
Chapter 1, ‘‘Win-Lose or Win-Win,’’ describes the two basic types of negotiations. This book advocates for win-win deals in which each party is satisfied and better off with the result. However, we recognize that not everyone you meet will want to play this game, so the chapter will explain the characteristics of both types. Chapter 2 describes three important concepts you’ll need to prepare for your negotiating experience: alternatives to a negotiated deal, reserve price, and area of potential agreement. Chapter 3, ‘‘Communication Styles,’’ which describes the main communications styles, helps you discover your dominant style and gives you tips on how to adapt your style to be more effective with people who use very different styles. Chapter 4 is on listening—an important
skill for every negotiator. Most of us assume that we know how to listen. After all, we have two ears, don’t we? You will learn that listening is not the same as hearing, and that it takes a lot more to listen effectively than simply to hear. You’ll learn whether or not you are a good listener and how you can be a better listener to maximize your negotiating results. Chapter 5, ‘‘Managing Conflict,’’ will help you to learn your preferred style of handling conflict situations, how to use conflict resolution styles effectively, and how to use a multistep problem-solving method to handle conflict in negotiations.
Download
http://www.easy-share.com/1907025046/How To Become A Better Negotiator .pdf
http://i26.tinypic.com/993zw9.jpg
Amacom books | ISBN 978-0-8144-0047-0 | ENGLISH | PDF | 112 PAGES | 1.12 MB
Introduction
Negotiations are a means of resolving differences between people when imposed settlements are not possible. And because so much of our work and personal lives involve resolving differences, the ability to negotiate effectively is an essential life skill. Almost everything we do involves some kind of negotiation. If you think about it, you’ll realize that you negotiate all the time, every day. You negotiated to get your new job and a raise. You negotiated with coworkers about where to hold your last meeting. You negotiated with your spouse and other loved ones about where to take a vacation.
When we buy and sell things, sell ideas, and solve problems that involve others, negotiation gets us what we want. Negotiation is a way to get one’s fair share, whether it’s selling a proposal to your boss, settling a labor dispute, buying real estate, or getting that new car.
Most Americans are uncomfortable with negotiations (remember the last time you bought a new car?). This may be the consequence of bad experiences or of feeling unprepared to do them well. Ours, unlike some others in the world, is a haggle-free culture. And most Americans seem to prefer it that way. As evidence, consider the customer response to Saturn Corporation’s introduction of its no-haggle sales policy: Here’s the car, here’s the price. People loved it.
You can learn to be a good negotiator if: You know what you want and what you are willing to give up. You know (or have a good idea) what the other side wants and what it is willing to give up. You come to the table with a ‘‘how can we both win’’ attitude. You are skilled in problem solving, listening, basic conflict management, and the uses of tactics and strategies in negotiating. This book contains nine chapters, each building upon those preceding.
Chapter 1, ‘‘Win-Lose or Win-Win,’’ describes the two basic types of negotiations. This book advocates for win-win deals in which each party is satisfied and better off with the result. However, we recognize that not everyone you meet will want to play this game, so the chapter will explain the characteristics of both types. Chapter 2 describes three important concepts you’ll need to prepare for your negotiating experience: alternatives to a negotiated deal, reserve price, and area of potential agreement. Chapter 3, ‘‘Communication Styles,’’ which describes the main communications styles, helps you discover your dominant style and gives you tips on how to adapt your style to be more effective with people who use very different styles. Chapter 4 is on listening—an important
skill for every negotiator. Most of us assume that we know how to listen. After all, we have two ears, don’t we? You will learn that listening is not the same as hearing, and that it takes a lot more to listen effectively than simply to hear. You’ll learn whether or not you are a good listener and how you can be a better listener to maximize your negotiating results. Chapter 5, ‘‘Managing Conflict,’’ will help you to learn your preferred style of handling conflict situations, how to use conflict resolution styles effectively, and how to use a multistep problem-solving method to handle conflict in negotiations.
Download
http://www.easy-share.com/1907025046/How To Become A Better Negotiator .pdf