The New Negotiation Mindset
Guarantee a Bigger Slice
by
Book Cover & Preview Text
Negotiation
is fraught with a higher level of emotion or adrenaline than just about any
other human interaction. The challenge
is to be able to keep that tension healthy.
Stress
is compounded by the conflicting goals on which each party focuses. Usually the vendor is trying to sell more of
its products, and services, for as much as ‘the market will bear’, while you
are trying to buy just what you need and OTB can afford with maximum support,
and lower risks, for as little money as possible. Oftentimes the outcome of rigorous
challenges, and debate, produces better ideas that both parties can use to
their advantage.
Knowing
that you are starting from a position of ‘defense’, how can you keep the
natural negotiation tension productive, and not degenerate into a dysfunctional
interaction? The answer is in the
difference between being human and being skillful.
What
makes us human is our ability to have a logical objective, thoughtful element
matched to an emotional, feeling, excitable component. On any given day these are generally in
balance. They any move up and down
jockeying for position inside of you, but they stay fairly equal (except for
those on pharmacological therapies, or with other chemical imbalances).
Keeping
yourself balanced strengthens the ability to tap both sides of your humanness,
objectivity and passion. You can ask
better questions with your logical side, and can stick with a position through
support of your emotional side.
Formats
Book Details
About the Book
Have
you ever come away from a business negotiation feeling unsure if what you got
was what you wanted? It’s a common
problem for anyone negotiating with suppliers or internal departments without
the benefit of well-developed interpersonal skills and proven negotiation
strategies. Effective negotiators are
not born. They have learned how to think
differently and conduct their critical bargaining meetings with a new mindset. They also understand the importance of
knowing what’s driving the other side.
Win-win
does not mean you win twice. Find out
what thousands of some of the toughest negotiators use to make the pie bigger
and guarantee a bigger slice for all of the players. Negotiation is full of tension, some healthy
and some not. Learn what gets you off
track and how the other side plans and thinks about negotiation. Get insights into how you can become more
skillful and less humanly reactive.
Every chapter provides new ways to think and act more
strategically. Regardless of who you are or what your previous negotiation experience has
been, this book will strengthen your ability to create more results the very
first time you put it into action!
About the Author
Michael
Patrick is an internationally known speaker, retail consultant, and
facilitator. He has done extensive
research in the area of negotiation and has developed training programs that
have been used by over 10,000 retail buyers and purchasing agents around the
globe. Additionally, through his
connection to the retail industry, Michael has also worked closely with some of
the world’s largest manufacturing and wholesale operations to develop a new
mindset in how to sell and negotiate in the direct sales arena. Participants and attendees at Michael’s
sessions come away with new insights, stronger skills, and competence. His excitement for the
topic as well as humor about the state of being human versus skillful makes
learning a pleasure.