Points I gleaned from the book: Negotiating to Win by Jim Hennig PHD
The basic philosophy of negotiating is to "build relationships by finding and meeting the read needs of both you and the other party through the use of questions, effective listening, honesty, integrity, sincere caring and building partnerships".
- WHEN PEOPLE LIKE YOU, THEY WANT TO WORK WITH YOU -
1) Act as if the relationship will last forever
2) Understand needs and wants
3) "Do unto others as THEY would have you do unto them".. The Platinum Rule
4) Recognize feelings as facts. Dr. Charles Riker says "FFTT rules - Feelings First, Then Think" because you can't think clearly until you understand how you are feeling. So first know what you/other party feels, then tackle the differences/challenges of the negotiation.
5) Determine ahead of time how to resolve differences.
No comments:
Post a Comment