Getting Past No: Negotiating in Difficult Situations

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  • Bantam
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  • Amazon.co.jp ・洋書 (208ページ)
  • / ISBN・EAN: 9780553371314

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  • 5 steps of Breakthrough Negotiation

    1 Go to the balcony
    Suspend your reactions by naming the game.
    Then buy yourself time to think.
    Focus on what you want. Don’t react.


    2 Step to their side
    Before negotiations, you need to create a favorable climate.
    Listen to them, agree with them.
    Don’t argue. Step to their side.


    3 Reframe
    Change the game.
    Direct attention to the challenge of meeting each interest.
    What would you do if you’re in my shoes?
    Let the problem be their teacher.
    Don’t reject. Reframe it.


    4. Build them a golden bridge
    Draw them in the direction you want them to go.
    Make the occurrence appears as their victory.
    Go slow go fast.


    5. Use power to educate
    Educate them about the costs of not agreeing.
    Your goal is not victory, is mutual satisfaction.

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