Biz Negotiation

Biz Negotiation

Yin Yang

2015123330

Getting more Chapter 1-3:

Throughout the book “Getting More” that we could acknowledge so many methods to negotiate in our either daily life or business and I was impressed by so many points from book then I summarized them briefly below:

Ch01 thinking differently

Here are six separate negotiation tools 1) Be dispassionate, emotion destroys negotiations.2) Well prepare, collect your thoughts 3) Find the decision-maker. 4) Focus on your goals, not on who is right. 5)People are almost everything in a negotiation. 6) Acknowledge the other party’s position and power, valuing them, they may use it to help you.

Twelve major strategies:

1. Goals are paramount. 2. It’s about them. 3. Make emotional payments. 4. Every situation is different. 5. Incremental is best. 6. Trade things you value unequally. 7. Find their standards. 8. Be transparent and constructive, not manipulative. 9. Always communicate, state the obvious, frame the vision. 10. Find the real problem and make it an opportunity. 11. Embrace differences. 12. Prepare—make a list and practice with it.

Invisible negotiation tools: here is an unaware thing of most people that the “common enemies” because that will make much closer between you and the one who you negotiate with, further the negotiation becomes easier. And here is a simple example impressed me a lot is “how’s going on?”, it included four tools into this ordinary question. Firstly, it helps to establish a relationship with the other one (you start out informal and chatty) Secondly, questions will help you collect information. Thirdly, it focuses first on the other party and their feelings and perceptions, instead on the “deal”. Fourthly, it consists of small talk to establish a very comfortable level between each other.

Against negotiation tools:

When people gained advantages during the negotiation which leads to force the other party to do what you want is a super mistake. We should use power or leverage gingerly, tactfully. We must understand the power balance in order to promote fairness in a negotiation and meet your goals eventually.

A new definition of negotiation:

1.Forcing people to do what you will them to do.

2.Getting people to think what you want them to think  

3.Getting people to perceive what you want them to perceive