By Eric W. Skopec
This consultant presents either a gameplan and a style for negotiating, utilizing real-life examples, skill-testers and easy-to-remember suggestions and strategies. The authors current 4 center talents, and clarify how readers can: establish negotiating weaknesses and conquer them; constitution a negotiation utilizing a four-step technique - relate, discover, suggest, agree; arrange for and behavior the negotiation; realize and hire universal methods of the exchange; recognize while to mediate and whilst to stroll away; and observe negotiating principles to express contexts resembling trading, job-hunting and mediating disputes.
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Extra info for Everything's Negotiable: ...When You Know How to Play the Game
A really clever person would never let one of these negotiations get started. Unfortunately, you can't always avoid the losers. Sometimes you get involved before you realize that a negotiation is going to be a loser. And sometimes someone else drags you into a negotiation that you would rather avoid. How do you get out of a loser quickly and gracefully? Most of us would just like to say something like, "Thank you kindly; do what you will," and walk away, trusting the other party to handle matters in a reasonable way.
The issue doesn't matter much to you, and winning would take more effort than it's worth. Remember what we said about transaction costs? Whenever winning will cost Page 17 Exhibit 1-1. Bargaining options. You lose and the other party wins. Both parties lose. more than the prize is worth, losing makes sense. There are also some circumstances when you need to think about far more than economic costs. Dealing with unpleasant people, working in uncomfortable settings, and frequent travel are all transactions costs to consider in weighing the value of the prize.
Includes bibliographical references and index. ISBN 0-8144-5161-6 1. Negotiation in business. I. Kiely, Laree. II. Title. 4--dc20 93-47938 CIP © 1994 Eric Skopec and Laree Kiely. All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019.
Everything's Negotiable: ...When You Know How to Play the Game by Eric W. Skopec