"At the risk of being terribly informal, Cash Nickerson simply put is the man. In the spirit of entertainment value nonfiction literary achievements like Donald Trump's Think Big and Kick Ass and The Art of the Deal, he seamlessly blends drier statistical analysis with surprisingly psychodynamic and universally fascinating insights into navigating the various pitfalls of the human psyche. Drawing a comparison to the mentality present in those who practice and specialize in the martial arts, Nickerson states that negotiation is much cut from the same cloth — only existing on a less tangent and less visceral intrapsychic level. "Understanding 'why' others want something or you want something is critical. Suppose you want to buy a car. —Colin Jordan
"A must-read for anyone who wants to improve their negotiating skills as we all are continuously negotiating in daily life." —Craig Schnuck, Chairman and CEO (retired), Schnuck Markets
We all negotiate. Put more accurately, we are always negotiating. There is always something we want that we do not have. There is always something we have that others want. Those human transactions are very human. The process of bartering, whether it be in billion-dollar transactions or over the use of the family car, is a deeply human activity. But like many soft skills, we don't teach it. We consider it something that we have to just learn by doing it. And it is true that trial and error is the basic teacher of negotiation.
But it doesn't have to be that way. Negotiation is a social activity that involves disciplines like language, observation, reaction, listening, speaking, storytelling, humor and sensing. The number one thing you bring to every negotiation is you. This book helps you understand how these various behaviors and disciplines come to play and therefore how you can become a better negotiator. The book helps you develop the mindset and tools to become a great negotiator for yourself and for others.,/p>
Classical teaching on negotiation teaches separating the people from the problem. But the people are often the problem and the key to accomplishing your goals and theirs. We express our desires as "I want this or that." As a result, we are always talking about the "what." As people, as humans, we often don't even really know what we want. This book teaches you to get behind your "what" and theirs. To accomplish this, you need to understand the "why" not just the "what." It is the "why" that will help you understand the "what" and adjust it accordingly.
In a battle of water and stone, water wins.
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|Publisher:||Made for Success Publishing|
|Sold by:||Barnes & Noble|
|File size:||1 MB|