Mastering Business Negotiation
A Working Guide to Making Deals and Resolving Conflict
Chapter One
The Negotiation
Imperative
Negotiating is a bit like breathing. You don't have to do it, but the
alternatives aren't very attractive.
Negotiation is the daily give-and-take of social interactions.
Once your eyes and ears are tuned to the language of negotiation,
you realize that everybody negotiates constantly-all day long.
Some of those many daily negotiations are trivial and may not
deserve care and conscious thought (and they certainly don't get
it). But many do. The strange thing is, people rarely realize they
are negotiating. They think they are just talking or maybe not even
talking, just reading each other's body language and nonverbal signals
and responding. Other times they think they are disagreeing,
or making a point, or making an offer, or trying to close a deal, or
finding out what's wrong, or helping someone out, or calling in a
favor, or making a sale, or buying something, or fighting their way
through rush-hour tr ... read full excerpt from Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict ebook
