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Getting to Yes: Negotiating Agreement Without Giving In
Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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KEY LESSONS Superstar negotiators—real rainmakers—know that a negotiation is a playing field beneath the words, where really getting to a good deal involves detecting and manipulating subtle, nonobvious signals beneath the surface. It is only by visualizing and modifying these sub surface issues that you can craft a great deal and make sure that it
... See moreChris Voss • Never Split the Difference: Negotiating as if Your Life Depended on It
First, see if you can negotiate your way to curiosity. See if you can get your internal voice into a learning mode.
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
inquire to learn. And only to learn.
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
If nothing else, you will be better able to separate the substantive disagreements from the importance of the relationships.