Never Split the Difference: Negotiating as if Your Life Depended on It
Identifying value-creating opportunities requires probing for the underlying interests of each side, rather than playing the traditional game of positional bargaining.
Guhan Subramanian • Dealmaking: The New Strategy of Negotiauctions (Second Edition)
there are a few that you will find that you will use in the beginning of nearly every negotiation. “What is the biggest challenge you face?” is one of those questions. It just gets the other side to teach you something about themselves, which is critical to any negotiation because all negotiation is an information-gathering process. Here are some o
... See moreChris Voss • Never Split the Difference: Negotiating As If Your Life Depended On It
The Harvard Negotiation Project
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
A good fight starts with the understanding that for a fight to be successful, everyone has to win. If one person wins a fight and another loses, the problem that caused the fight has not been resolved: it is naive to imagine that just because you’ve “lost,” you’ve given up your interest in whatever issue is at stake. When you feel overpowered, outg
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