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The negotiation strategies from the book can be applied in real-world business scenarios in several ways. Firstly, understanding your bargaining style can help you negotiate more effectively. If you're naturally conflict-avoidant, don't feign aggression, and if you're competitive, don't play too nice. Secondly, before jumping into negotiation, try to use influence to achieve your goal. This could involve using your own or someone else's authority or knowledge to impact the other person. If that fails, use persuasive tactics like arguments or reason. Lastly, the book suggests that the most effective negotiators are cooperative, not competitive. So, in a business scenario, adopting a cooperative style could lead to better negotiation outcomes.
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If you want to be a pro negotiator, identify your bargaining style. Research shows that those who are naturally conflict-avoidant but feign aggression or those who are competitive but play too nice do not achieve the best negotiation outcome. To get what you want, don't jump automatically to a negotiation. First, utilize influence to accomplish the same goal. Use your own or someone else's authority or knowledge to impact the other person. If that fails, employ persuasive tactics, such as arguments or reason. The last alternative is negotiation. The most effective negotiators tend to be cooperative, not competitive people. In a study of lawyer-negotiators, 65% of all the lawyers had a cooperative style, 24% had a competitive style and 11% were uncategorized. However, of the most effective lawyer-negotiators, 75% were cooperative and 12% were competitive. Research has found that the most talented and effective negotiators use derogatory comments far less than average negotiators. In the...
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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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