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Getting to Yes: Negotiating Agreement Without Giving In
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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
The first step to achieving a mastery of daily negotiation is to get over your aversion to negotiating. You don’t need to like it; you just need to understand that’s how the world works. Negotiating does not mean browbeating or grinding someone down. It simply means playing the emotional game that human society is set up for. In this world, you get
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
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
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 subsurface issues that you can craft a great deal and make sure that it is implement
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
The goal is to identify what your counterparts actually need (monetarily, emotionally, or otherwise) and get them feeling safe enough to talk and talk and talk some more about what they want. The latter will help you discover the former. Wants are easy to talk about, representing the aspiration of getting our way, and sustaining any illusion of con
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