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become better negotiators before my eyes.
became more aware of themselves and particularly others in their quest to get more in their lives through negotiation.
more practical, realistic and effective way of dealing with others.
strategies like emotional sensitivity, relationships, clear goals, being incremental and viewing each situation as different are much more persuasive.
communicating even in the face of hostility, and by valuing the other side’s perceptions no matter what they are.
They learn about the loss of profit from confrontation and “us versus them” tactics, and gain much more value by constantly pushing for collaboration. And they learn to handle hard bargainers by using their words against them in the least combative way. They offer trust but ins...
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book is Getting More, not Getting Ev...
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becoming a negotiator to your core, so these tools become as much a part of you as your personality. Once the tools are internalized, virtually every interaction you have will improve.
Don’t do everything at once. Try something, feel it out, improve it for yourself, and then add something else. You have a lifetime to do this.
it’s time to get more.
I looked him in the eye, plaintively, pleadingly.
done in a conscious, structured, and highly effective way.
First, be dispassionate; emotion destroys negotiations. You must force yourself to be calm.
Second, prepare, even for five seconds. Collect your thoughts.
Third, find the decis...
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Fourth, focus on your goals, not on who is right.
Fifth, make human contact. People are almost everything in a negotiation.
And finally, acknowledge the other party’s position and power, valuing them. If you do, they will often use their authority to help you achieve your goals.
how people perceive, think, feel, and live in the real world. And they will help anyone do what this book suggests: get more.
It means more of whatever you value: more money, more time, more food, more love, more travel, more responsibility, more basketball, more TV, more music.
how you define it, how you get it, how you keep it. Whoever you are, wherever you are, the ideas and tools in this book were meant for you.
negotiating a billion-dollar deal
the expert can make much better use of that information to pursue opportunities or minimize risks.
become exquisitely more conscious of the topography of your dealings with others.
achieve extraordinary results by negotiating with greater confidence and skill.
3 billion
made a human connection
He used standards, persistence, better questions, relationships, and being incremental, as learned in the course.
by using standards, framing, and other course tools.
you have to think differently about how you deal with others.
by chapters
1. Goals Are Paramount.
you should not pursue relationships, interests, win-win, or anything else just because you think it’s an effective tool.
Anything you do in a negotiation should explicitly bring you closer to your goals for that particular negotiation. Otherwise, it is irrelevant or damaging to you.
2. It’s Abou...
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know the pictures in their heads: their perceptions, sensibilities, needs, how they make commitments,...
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third p...
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How do they form rela...
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Think of yourself as the least important person in the negotiation. You must do role reversal, putting yourself in their sho...
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To be ultimately more effective (and persuasive), you have to get people...
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Make Emotional P...
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the more important a negotiation is to an individual, the more irrational he or she often becomes: whether in worl...
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When people are irrational, they are emotional. When they are emotional, they can’t listen. When they can’t listen, they can’t be persuaded. So your words are useless, especially those arguments intended for rational or reasonable people. You need to tap into the other person’s emotional psyche with empathy, apologies if necess...
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Every Situation Is D...
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You must analyze every situation on its own.
“Tell me more.” You learn what they are thinking or feeling, so that you can better persuade them.
Incremental Is Best.
People often fail because t...
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too much all at once. They take steps that are too big. This scares people, makes the...
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Take small...
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