today I completed reading the book The Art of Negotiating by Gerard I. Nierenberg. This is one of the 22 books that I plan to read to support my teaching of M&A.
The contents of the Book are
I. On Negotiating
II. The cooperative Process
III. People
IV. Preparing for negotiation
v. Hidden Assumptions
VI. What Motivates us?
VII. The Need Theory of Motivation.
VIII. How to Recognize Needs
IX Negotiating Techniques
X. Life Illustrations
The chapter VIII How to recognize needs? is an interesting chapter. Some interesting statement of the authors are:
"To know what your opposer is thinking and striving for, youmust turn detective, you must apply various methods and techniques to your primary objective of recognizing his needs."
Ask questions
Make affirmative statements
Machiavelli offers sound advice on how not to use statement: 'Ihold it to be a proof of great prudence for men to abstain from threats and insulting words towards any one, for neither...diminishes the strength of the enemy; but the one makes him more cautious, and the other increases his hatred of you, and makes him more persevering in his efforts to injure you."
Become a good listener
Observe and understand nonverbal communication
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