Street-smart negotiation at work is a guide to the art of dealing: leveraging the powers of emotion, recognizing them and adding them into one’s strategy. Additionally, there are the importance of being completely honest with oneself, proper preparations before one approaches the negotiating table, and how to cultivate three skills to improve one’s chances¾empathy, rapport and the ability to build upon differences between parties. The Street Smart Negotiation approach emphasizes street smart reality in its instructions, grounded in practical experience of simply working with complex human beings. It demonstrates: why you need to take emotion into account when negotiating? How to negotiate more successfully, by establishing rapport and empathy? And how emotion-packed skills get it to reach your objectives?
This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done
We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. The ability to negotiate might be the most important factor in your career advancement. Negotiation is also
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of
Reason and feelings do not have to diminish each other. On the contrary, they can, and do, support and enrich one another.
They are connected, hopes and fears, in concert with our brain’s feeling, are the major emotions that drive us and help us or prevent us from getting what we want.
Be reluctant to draw a conclusion about the other side’s hopes and fears merely from a raised eyebrow or a sidelong glance.
Questions, powerful, tactful, probing questions, can help us uncover emotions to reveal real interests.
You are in a much better position to get what you desire from the interaction, when fear is not the dominant emotion motivating you in a negotiation.
When you are unafraid, you are more open to the ideas of the other side and this can have some very beneficial effects.
It is helpful to know someone is angry and to know why as you try to persuade the person of something. If you are unaware of people’s feelings, you may say or do things that will be counterproductive to your objectives.