“For a good negotiation result never make a statement when you could ask a question to discover what your counterpart really wants.”
Negotiation is a game. You have to play by the rules and always have a Plan B in your pocket.
Negotiation positions are supported by interests.
You can only win if you treat your counterpart as a human being and question his motives and interests. If both sides try desperately to win as if their lives depended on it, the author argues, no satisfactory result will be achieved.
Taken from the book:
- B. Etherington, Verhandeln für Unschuldslämmer (im Original: Negotiating Skills for Virgins)
- ISBN: 978-3-527-50489-3
Reasons you must buy the book:
- You will be introduced to the four common behaviors of virgin negotiators, which contribute to their losing out in most of their negotiations.
- You will be shown the secret behaviors of successful negotiators, which enable them to come out on top in most of their negotiations.
- You will find out why you should NEVER sit down for a negotiation without a “letter-in-your-back-pocket”.
