Book Byte #120 "You Can Negotiate Anything" by Herb Cohen
Jason Ziebarth
Founder of Club255 — Helping thousands of STEM Professionals Connect with Each Other, Build their Career and Defeat their Inner Critic.
The Groundbreaking Original Guide to Negotiation
?? Curious Quotes from the Author
“To successfully interact with any individual in any setup, all you have to do is determine his or her needs, then fulfill them.”
“Negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things. It’s as simple as that.”
“The “winners” seem to be people who not only are competent, but also have the ability to “negotiate” their way to get what they want.”
“if you happen to be a boss, you never want an employee to do exactly what you tell him to do. You want him to occasionally do what you don’t tell him to do … often what you can’t tell him to do, because many problems can’t be anticipated.”
“In every negotiation in which you’re involved—in every negotiation in which I’m involved—in fact, in every negotiation in the world (from a diplomatic geopolitical negotiation to the purchase of a home)—three crucial elements are always present:”
“Information. The other side seems to know more about you and your needs than you know about them and their needs.”
“Time. The other side doesn’t seem to be under the same kind of organizational pressure, time constraints, and restrictive deadlines you feel you’re under.”
“In short, you have more power if you believe you have power and view your life’s encounters as negotiations.”
“His response to any question is a counter-question.”
“There’s a way to break out of this bind: Don’t act as though your limited experience represents universal truths. It doesn’t. Force yourself to go outside your own experience by vigorously testing your assumptions.”
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?? Cognition of the Book’s Big Idea:
You negotiate more than you realize, so you should learn to do it properly. The success of any negotiation is determined mostly by the power, time, and information available to each party. Though some negotiators want to win at any costs, it is quite viable to negotiate for mutual satisfaction. The book answers the following questions: Why are bargaining skills important? Most things in the world can be negotiated, so you should learn how to do it effectively. What types of negotiation methods exist? Avoid Soviet-style negotiators, who confuse discussions for battlefields. When everyone's needs are addressed and aligned, collaborative win-win discussions can occur. Which elements influence the outcome of a negotiation?
Successful negotiating entails utilizing the many sources of power at your disposal. Make it difficult for the opposing side to say no, but avoid using the same strategy.
The distribution and sharing of information has a significant impact on your negotiation success. Deadlines can impact discussions, but they should not be considered absolute. When negotiating, make it personal - in a positive way.
???Fixing the Tech Industry
Negotiate Everything! If you give in to others demands, you’ve given up the right to negotiate everything!
??Collaborate with others with this Social Media Prompt:
What can you negotiate today to get a better outcome on somethings that’s been insufficient in your life?
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