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The book 'Bargaining for Advantage: Negotiation Strategies for Reasonable People' has significantly influenced corporate negotiation strategies and business models. It has debunked the myth that only competitive, cut-throat individuals can be successful negotiators. Instead, it emphasizes the importance of collaboration, good listening skills, and thorough preparation and research. It has taught businesses that understanding the needs and wants of the other party is crucial in negotiations. This has led to a shift in negotiation strategies, with more focus on creating win-win situations rather than dominating the negotiation. The book also provides guidance on when to use negotiation versus influence or persuasion, which has helped businesses make more strategic decisions.
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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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