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