Download Natural negotiation for engineers and technical by James S. Jetton PDF

By James S. Jetton

This can be the newest quantity within the renowned Technical supervisor s Survival courses publication sequence. stick with those directions, and you'll find that negotiations are received and misplaced ahead of any dialogue (negotiation) is tried

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Example text

Spend enough time up-front discussing your opponent’s interests to ensure the priority for each of the subjects being addressed is clear. After ranking the importance of these interest categories, you can delve into any added details that may be needed beginning with the most important interest first. Your understanding of the prioritized interests will create value in the eyes of your opponent. Then, design your negotiation strategy around the most important interest. Design a secondary strategy targeting those interests that are next in relative importance and so on.

Again, this is a journey. Then there’s intellect (IQ). While intelligence is important, a measure of such can also be misleading. For example, if we were cars, intellect would be the horsepower (rating) of the engine. Personality type is the transmission, suspension and tires. Education is the roads you have been trained to drive on. Experience is those roads you have actually driven on. Having 2,000 horsepower is useless unless you can actually apply it. This is simply part of assessing yourself and skills – ensuring you make effective use of the available intellectual horsepower, as well as 24 your unique experience, education, and personality advantages so that the total package is maximized.

One type is consistent with conventional norms and the other type is being intentionally inconsistent of conventional norms. The consistent, for example, is smiling if something good just occurred. Inconsistent is when even if offered a concession and negotiations are moving the right direction toward your goals, you may frown or remain neutral (to communicate it is not enough). Used properly and at the right time, this can help build momentum. Depending upon the situation, this method is used to motivate your opponent into action, or if they are already moving toward your goals, providing an impetus for greater movement toward your goals.

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