The Wharton School's Most Popular Negotiation Course - After Taking This Course, the World Will Listen to You
Getting More: How to Negotiate to Achieve Your Goals in the Real World
Author: Stuart Diamond
Translator: Hong Huifang, Lin Junhong
Publisher: Sense & Thought
Publication Date: 2018/01/01
Language: Traditional Chinese
ISBN: 9789861343136
Book Recommendation Website: http://moo.im/a/bcoxWY
Preface:
Previously, a colleague next to my company was involved in BD (Business Developing) related work. I often heard him talk about how to reach a cooperative discussion through negotiation. I felt that negotiation techniques are skills that practitioners of all types of work actually need to learn well.
This book explains how to use some negotiation skills to bring the two parties closer together to achieve the maximum rights and interests that both parties can accept, through the sharing of many classroom cases.
Content Introduction:
Professor Diamond emphasizes that whether it's asking a store to discount 100 yuan or asking a manufacturer to reduce the price by 10,000 yuan, the negotiation tools used are the same. This means that when you learn Professor Diamond's negotiation skills, you can strive for more in all aspects of life! The 30,000 students he has taught have all received his true teachings and are thriving in all walks of life.
If you want to get better trading conditions in the business world, hope to gain more dominance in interpersonal relationships, and want to make family relationships and parent-child relationships more harmonious, Professor Diamond's negotiation skills will bring you unimaginable advantages!
Content introduction from "Readmoo": http://moo.im/a/bcoxWY
The book's explanation mainly revolves around the following principles:
- The nature of negotiation
- The reasons for negotiation failure
- Looking back at the principles needed for negotiation
- How to "move with emotion"
- Exchanging chips with different evaluations
Next, apply the methods learned above to various aspects of negotiation:
- Workplace negotiation
- Interpersonal relationship negotiation
- Parent-child negotiation
- Public issue negotiation
The context of the whole book is quite clear, and each chapter is also accompanied by many cases to make reading less tiring.
Thoughts:
When encountering difficulties, or when your rights and interests are damaged, how should you correctly use negotiation to obtain the maximum rights and interests or compensation for yourself? How should you use empathy and negotiation skills to narrow the distance with the other party during negotiation, and reach the greatest consensus that both parties can accept?
This book constantly revolves around how to narrow the distance between the two parties in the negotiation as a starting point, and constantly understands the other party's needs, and then puts forward its own needs so that both parties can obtain psychological equivalent exchanges in the negotiation. It is worth noting that the author repeatedly mentions the need to narrow the distance with the negotiator before starting the negotiation. When you don't know the bottom line of the negotiation, don't easily propose negotiation chips.
These methods all seem quite serious, and it seems like they are talking about the exchange of large business opportunities. However, negotiation can be discussing with your child whether or not to do homework, or arguing with the ticket seller for five more minutes to buy tickets, and so on.
And many times, the judgment of "equivalent" by both parties is also unequal. Children will think that playing with toys is the most important value, and parents hope that children can eat obediently (or do their homework). These unequal consideration relationships are the most important and the most important part to pay attention to during negotiation.
Top comments (0)