Author: G. Richard Shell
Notes:
Intro
- Negotiation can't be learnt from a book - Experience and doing is key
- Negotiation Toolbox: Influence > Persuasion > Negotiation
- Negotiation involves trading and compromising because there is not enough of something to go around
- Max Leverage requires insight of others needs
Foundations
- Your Bargaining Style
- Avoiding → Good with status quo
- Compromise → Simple, fair and fast
- Accommodation → Requires and builds trust
- Competitive → Longer but better immediate returns
- Collaborative → Hardest, ideal but best solution for both
- You can act outside of your personality but not for long and with a lot of credibility → Plan your strategy to work with your personality constraints
- Contrary to popular belief, cooperative people have excellent potential to become highly skilled negotiators
- Gender: Often, woman negotiator assumes other party has stereotyped beliefs, adjust to seem less "pushy"
- Biggest diff across cultures is the way parties percieve the relationship factor
- Four key habits to improve negotiation
- Willingness to prepare
- High expectations
- Patience to listen
- Commitment to personal integrity
- Your Goals and Expectations
- To become an effective negotiator, you must find out where you want to go and why
- What you aim for determines what you get → Goals set upper limit of what you will ask, goals trigger "striving" mechanisms, goals and purpose make you persuasive
- People have limited capacity to focus in complex and stressfull situation → Having bottom line and goals helps as reference
- Don't settle for modest goals
- We set modest goals to protect out self-esteem (avoid regret and failure)
- Not enough information to decipher true worth
- Lack desire
- Be specific about goals
- Commit to goals
- Prepare solid arguments to justify
- Vividly imagine how it would feel to achieve
- Tell others about it and show written goal to deepen commitment
- Make investments contingent on winning will deepen commitment (Eg. burning ships behind)