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A small business can use the key topics or framework covered in "Bargaining for Advantage: Negotiation Strategies for Reasonable People" to improve their negotiation strategies by firstly understanding the importance of relational skills and awareness in negotiations. The book emphasizes that poor relational skills can unintentionally kill deals, so small businesses should invest in improving these skills. Secondly, the book suggests that different personalities can affect the outcome of negotiations. Therefore, small businesses should be aware of their own negotiation style and adapt it according to the situation. Lastly, the book encourages transparency and trust in negotiations. Small businesses should strive to be clear in their communication and avoid hiding information to build trust with their negotiation partners.
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Poor relational skills or awareness can unintentionally kill deals. Two executives were discussing a potential joint venture. Barry was the owner of a U.S. chemical company, competitive and sharp. Karl was the head of a Swiss company that wanted to license Barry's technology. Karl was more trusting, laid-back and friendly. The evidence from their email exchanges showed their personalities at work and revealed that the exchange was not going well. Barry thought Karl was hiding something with his vague responses, and Karl felt continually attacked.
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Ever wonder what makes a great negotiator? Read this book summary to learn about the latest social science and psychology research on negotiation. Get...
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