International Negotiations



Download 0,6 Mb.
Pdf ko'rish
bet5/173
Sana02.05.2020
Hajmi0,6 Mb.
#48602
1   2   3   4   5   6   7   8   9   ...   173
Bog'liq
International Negotiations Teacher'sNotes

Final thoughts

I’ve never thought of myself as a great negotiator. I remember two separate occasions when 

I was teaching negotiation skills in one-to-one classes to senior executives who were not 

professional negotiators. When it came to the role plays, on both occasions, the executive 

completely dominated the negotiation and left me feeling humiliated and beaten.

Since those days, I’ve learned three important lessons about negotiating. Firstly, that 

humiliating and beating your opponent is actually a very shallow victory. If you want to build 

lasting business relationships, it’s much better to leave your opponent feeling good about the 

negotiation. Whenever I have trained professional negotiators, they have always stressed the 

importance of relationship-building as a vital and difficult skill in a negotiation. So perhaps I’m 

actually a better negotiator than I thought.

Secondly, negotiation techniques can be learned. Two of my favourite books are Influence: 



Science and Practice by Robert Cialdini, and Getting to Yes by Roger Fisher and William 

Ury. Both books have a prominent place in this book – the former in Module 8B, the latter 

in Module 6A. If you are serious about training negotiators, I recommend that you read the 

books in full, together with Yes! 50 secrets from the science of persuasion, by Noah Goldstein, 

Steve Martin and Robert Cialdini.

Finally, there are important differences between negotiating with people who speak your 

own language and negotiating with speakers of other languages. I remember once trying to 

explain to a group of Polish negotiators the subtle difference between What if we double 



the price? and What if we doubled the price? One of my trainees pointed out to me that 

this type of distinction is meaningless in real life: he’d interpret both questions as We’re 



considering doubling the price. In other words, you can include all sorts of subtlety in what 

you say, but the only really important thing is what the other person hears.

There’s a lot more to negotiating than correct use of conditionals – as you’ll discover as you 

work through International Negotiations. Good luck!




Download 0,6 Mb.

Do'stlaringiz bilan baham:
1   2   3   4   5   6   7   8   9   ...   173




Ma'lumotlar bazasi mualliflik huquqi bilan himoyalangan ©hozir.org 2024
ma'muriyatiga murojaat qiling

kiriting | ro'yxatdan o'tish
    Bosh sahifa
юртда тантана
Боғда битган
Бугун юртда
Эшитганлар жилманглар
Эшитмадим деманглар
битган бодомлар
Yangiariq tumani
qitish marakazi
Raqamli texnologiyalar
ilishida muhokamadan
tasdiqqa tavsiya
tavsiya etilgan
iqtisodiyot kafedrasi
steiermarkischen landesregierung
asarlaringizni yuboring
o'zingizning asarlaringizni
Iltimos faqat
faqat o'zingizning
steierm rkischen
landesregierung fachabteilung
rkischen landesregierung
hamshira loyihasi
loyihasi mavsum
faolyatining oqibatlari
asosiy adabiyotlar
fakulteti ahborot
ahborot havfsizligi
havfsizligi kafedrasi
fanidan bo’yicha
fakulteti iqtisodiyot
boshqaruv fakulteti
chiqarishda boshqaruv
ishlab chiqarishda
iqtisodiyot fakultet
multiservis tarmoqlari
fanidan asosiy
Uzbek fanidan
mavzulari potok
asosidagi multiservis
'aliyyil a'ziym
billahil 'aliyyil
illaa billahil
quvvata illaa
falah' deganida
Kompyuter savodxonligi
bo’yicha mustaqil
'alal falah'
Hayya 'alal
'alas soloh
Hayya 'alas
mavsum boyicha


yuklab olish