000			02627nam a2200229Ia 4500
999			_c111812 _d111812
003			OSt
005			20201214150615.0
008			181105s2010 xx 000 0 und
020			_a9780307716903
040			_cnls
082			_a158.5 DIA
100			_aDiamond Stuart
245			_aGetting more
245			_bHow you can negotiate to succeed in work and life
260			_aNew York _bThree Rivers Press _c2010
300			_a402p _bix _cPB
500			_aCommunication - Business
500			_aNegotiation - Pschological Aspects
500			_aSuccess - U S A
505			_aDescription: There are 6 key tools for negotiation that are “almost invisible to everyone”: 1) Be dispassionate 2) Prepare 3) Find the Decision Maker 4) Focus on goals, not who is right. 5) Make human contact 6) Acknowledge the other party’s position and power, valuing them. “Emotions and perceptions are far more important than power and logic in dealing with others. “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.” “Find out what third parties they respect and who can help you.” “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.” “The right answer to the statement “I hate you is “Tell me more.” You learn what they are thinking or feeling, so that you can better persuade them. “Take small steps. Lead people from the pictures in their heads to your goals.” “Find out what the other party cares about and doesn’t care about, big and small, tangible and intangible, in the deal or outside the deal, rational and emotional. “Name their bad behaviour when they are not consistent with their own policies.” “Don’t deceive people. They will find out.” “The most important asset you have in any human interaction is your credibility. If people don’t believe you, it’s hard to convince them of anything.” “Embrace differences: it leads to more ideas, more options, better negotiations, better results. “The moment you use raw power over someone, the relationship is usually over.” “Focusing on people will get you much more. Even in a transactional situation, people are 5 times as likely to help you if you treat them as individuals. The numbers are staggering: 90 percent versus about 15 percent willing to help.” “Explaining your perceptions is the last thing you should do. First, learn their perceptions.”
942			_2ddc _cBK