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Inside this Book – We all enter into contracts on a daily basis without engaging in negotiation. We usually do not negotiate when we buy food, drink, apps, books, clothing, electronics, pet supplies, office products, household goods, toys and sports equipment. What would happen if we decided to negotiate when purchasing these items? This is an assignment I give to my students at the University of Michigan. I ask them to try to purchase a personal product or service at a store, hotel or restaurant for less than the listed price. There are two rules. They cannot negotiate for something that is usually bargained for, such as a car or an item at a flea market. And they cannot tell the person with whom they are negotiating that this is a course assignment. Before they complete the assignment I ask the students to estimate how many of them will be successful. A large percentage of them predict that most students will fail. The actual results are surprising. In a typical year, two-thirds of the students are successful. The discounts range from 1% to 100% and the students save thousands of dollars. In achieving these savings, students use a variety of strategies and tactics. Some of the strategies—such as a Best Alternative to a Negotiated Agreement (BATNA) strategy, use of stretch goals, and building a relationship with the seller—are based on sound negotiation principles and will be covered later in this book. For example, one student was so successful in establishing a relationship that a checkout clerk offered to lend her money so that she could complete the purchase!
Inside this book –Negotiating for Success PDF Book by George Siedel – Traditionally, negotiation was viewed as a position-based activity. For example, you and I are fighting over a gourmet anchovy pizza. My position is that I should get the pizza; your position is that the pizza belongs to you. A friend of ours suggests that I should cut the pizza in half and that you should be able to select the half that you want. Is this a good result? Over the years I have worked with many business leaders and consultants specializing in negotiation who initially think that this would be a win-win compromise because it seems to be a fair result that satisfies both sides. While true in many situations, it might also be possible to improve the result for both you and me by moving beyond our positions to explore our underlying interests. This is an approach advocated in the classic book on negotiation, Getting to Yes, which was originally published in 1981. For instance, if our friend asked me about my interests—why I want the pizza—I would explain that I hate anchovies but want the crust. Leftover gourmet pizza crusts can be converted into crumbs that are a great addition to vegetable dishes. If she asked why you want the pizza, you might reply that you love anchovy pizza but never eat the crust. By going beyond positions and identifying underlying interests, we have reached an agreement that benefits each of us without harming the other. When compared with our original solution (cutting the pizza in half), I have doubled the crust I want and you have doubled the anchovy pizza you desire.
Negotiating for Success by George Siedel PDF : eBook Information
- Full Book Name – Negotiating for Success
- Author of this Book – George Siedel
- Language – English
- Book Genre – Business, Self Help, Management, Leadership
- Download Format – PDF
- Size – 2.0 MB
- eBook Pages – 102
- Price – Free