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Everything in life is negotiated, under all conditions, at all times. From asking your boss for a raise, to asking your significant other to take out the garbage, most of us are involved in negotiations to one degree or another for a good part of any given day. The Only Negotiating Guide You'll Ever Need, Revised and Updated outlines the critical elements you need for a successful negotiation and reveals the 101 tactics to use in any high stakes business deal, or in everyday life occurrences. In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively--and much more. Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.
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Negotiations can only logically result in four possible outcomes:
1. Lose-Lose--neither party achieves their aims
2. Win-Lose--one party is happy, the other is not
3. Win-Win--both parties are happy with the end result
4. No outcome--no consequences, positive or negative
Do everything you can to create Win-Win outcomes from each and every negotiation you enter into.
Win-Win occurs when both parties obtain something they value highly in exchange for an investment of lesser value. Most times, both parties will wish they could obtain more but they will be satisfied with what was achieved. The acid test of a Win-Win outcome is that both parties will be willing to negotiate with each other again in the future.
To achieve more Win-Win outcomes:
1. Avoid narrowing your negotiations down to a single issue--because it just may not be possible to do a Win-Win deal in that one dimension. In practical terms, that means instead of focusing on price alone as the metric of success, factor in delivery timing, financing, training, support, warranties, indemnification and any add-on products or services. The more issues you can bring to the negotiating table, the greater the chances are you'll be able to juggle things to create a Win-Win outcome.
2. Realize your counterpart has a different set of needs and preferences to you--and therefore you should not approach a negotiation with the mind-set that your gain is their loss. Instead, you should be positive that a mutually beneficial deal can be put together that will move both you and your counterpart towards your individual goals.
3. Never assume that you already know what your counterpart's needs are--but enter each negotiation in the spirit of exploration. View the negotiation itself as an opportunity to uncover the implicit and explicit needs of the other party first, and then to work together to find a way to move forward. To better understand the needs of the other party in a negotiation, you must be prepared to ask questions and then listen carefully to the responses given.
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