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Showing 1-10 of 24 reviews(4 star). See all 130 reviews
on August 3, 2016
Great book! Very useful. Basis of conflict management degree.
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on October 11, 2016
Wanted a copy for my Kindle library.
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on June 4, 2017
A surprising book always actual !
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on October 26, 2014
Great book.
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on July 28, 2014
The bible of communication skills...a must-have.
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on October 21, 2013
Although the book was written several years ago the ideas shared in the book are definitely applicable today and if practiced I believe will help individuals to negotiate difficult situations successfully.
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on April 20, 2017
its a book
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on December 29, 2003
This is not the be-all-end-all for learning negotiation, but it is an excellent start. If you have a sales force to train, this is an essential text, short enough and clear enough to use for the sales professional.
The Principles:
A. Separate the people from the problem: taking things personally makes for vested interests. Keeping these separate makes for objectivity. Maybe obvious, but essential.
B. Focus on interests, not positions: People tend to feel they lose if they shift position. An interest more objective. There can be multiple interests, and interests come in varied strengths.
C. Try to invent options for mutual gain: It's a win-win game.
D. You must insist on objective criteria: this is the first step to getting to "yes" in an argument. If something is held objective, it is easier to accept.
This should be on everyone's business shelf. A good beginning for learning negotiating skills.
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on July 27, 2016
Not a technical read, but a good intro to interest based bargaining and 'expanding the pie.'
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on January 2, 2003
Almost everyone can benefit from improved negotiating skills. This 1981 classic, updated in 1991 with new material responding to questions from readers, continues to provide practical guidelines for executives dealing with each other, with superiors and staff, with customers, partners, suppliers, and government regulators. If you have ignored this as a pop book, take a good look at it. This practical, non-academic, and well-illustrated book does not waste the reader's time with filler. The authors explain the problems that arise from bargaining over positions, presenting an alternative approach. Their method revolves around four elements: Separate the people from the problem; focus on interests, not positions; invent options for mutual gain; and insist on using objective criteria. They offer helpful approaches for situations where the other side is more powerful, refuses to play, or uses dirty tricks. The range of situations in which their approach can be applied is almost limitless. Keep this one close at hand to refer to repeatedly until "principled negotiation" becomes ingrained and natural.
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