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The book suggests that the most competitive people do not necessarily make the most successful negotiators because negotiation is not just about winning or being competitive. It's a process that involves understanding the other party's interests and using that knowledge to your advantage. Being overly competitive can hinder this understanding and can damage relationships, which are crucial in negotiations. Successful negotiation is about finding a solution that satisfies both parties, not just winning the argument.
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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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Negotiation is a four-step process, which involves preparation, information exchange, opening and making concessions and closing and gaining commitment. Learn exactly how to behave at each step by first understanding the six foundations inherent to negotiation: your bargaining style, your goals and expectations, authoritative norms and standards, relationships, the other party's interests and leverage. Find out why the most competitive people do not make the most successful negotiators and why you should set expectations instead of targets. Learn how to set the standards in your favor and how to navigate relationships in the negotiation. And, understand why the most powerful tool you have is knowing what the other side wants and using that to turn the tables of leverage in your favor.
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