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6 Communication and Marketing :
Negotiating
Links
- Getting Past No: Negotiating Your Way from Confrontation to Cooperation
What if the other side says no to our proposals? Willima Ury's classic book "introduces us the strategy of breakthrough negotiation. The breakthrough strategy is counterintuitive: it requires us to do the opposite of what we might naturally do in difficult situations. In addition, the essence of the breakthrough strategy is indirect action. Rather than trying to break down opponent's resistance, we make it easier for him to break through it themselves. In short, breakthrough negotiation is the art of letting the other person have our ways." This is based on five principles:1) Don't react - go to the balcony; 2)Disarm them- step to their side; 3) Don'tr reject - reframe; 4) Make it easy to say yes - build a golden bridge; 5) Make it hard to say no - bring them to their senses, not their knees. The two page-summary details these five points. This widely acclaimed 189 p. book is available as paperback for about US $ 16 or as used book for about US$ 6, eg. at Amazon.
[ marco |
10/5/2003 | 547 Views |
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- Getting to Yes - Negotiating Agreement without Getting in
Excellent four-page summary of the classic on negotiations. Negotiations often take the form of discussing two different positions and the parties then bargain to agree on one position. Such agreements often neglect the parties' interest. Roger Fisher and William Ury's different concept is based on four principles: 1) separate people from problems; 2) focus on interests rather than positions; 3) generate a variety of options before settling to an agreement; 4) insist that the agreement is based on objective criteria. A must for every manager. The classic is available for about US$ 14 as paperback or as little as US$ 2 as a used book (eg. at Amazon).
[ marco |
10/5/2003 | 535 Views |
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- The Magic of Dialogue, article by Daniel Yankelovich
"The act of collaboration must start with dialogue. You cannot build relationships without having an understanding of your potential partners, and you cannot achieve that understanding without a special form of communication that goes beyond ordinary conversation. Long-time observer of the American public Daniel Yankelovich shares with us his analysis of what dialogue is and how to do it." This short article first shows the difference between a debate, a discussion and a dialogue and highlights three distinctive features of dialogue. Yankelovich then outlines 15 strategies to achieve successful dialogue. This article is based on Yankelovich's 1999 book with the same title.
[ marco |
10/10/2007 | 182 Views |
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