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The book 'Bargaining for Advantage: Negotiation Strategies for Reasonable People' challenges the common misconception about successful negotiators by arguing that effective negotiation is not about being competitive or cut-throat. Instead, it emphasizes the importance of collaboration, good listening skills, and thorough preparation and research. It suggests that understanding the needs and wants of the other side is more crucial than being smart or clever. The book also presents the idea that negotiation may not always be the best route to resolve a conflict, and other methods like influence or persuasion might be more appropriate depending on the situation.
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Negotiations are polarizing; people tend to love them or hate them. A common misconception is that only competitive, cut-throat sharks can be successful negotiators. But you do not need to build up a thick skin in preparation for a negotiation. Social science experiments have shown that the most effective negotiators are people who like to collaborate and are good listeners who spend lots of time in preparation and research. One of the keys to effective negotiation is not how smart or clever you are, but how much you know about what the other side needs and wants. Depending on the situation, you may even consider taking an alternate route other than negotiation to resolve a conflict. Here is a chart that shows when you may need to progress to a negotiation situation rather than just using influence or persuasion to get what you want or need.
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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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