昨日阅读1小时,累计阅读300小时
1. 今天阅读到的有价值的全文内容链接:
Continue to read the 3rd and 4th chapters of the book <<SECRETS OF POWER NEGOTIATING>> BY ROGER DAWSON
http://www.amazon.com/dp/B004M8R ... ing=UTF8&btkr=1
2. 今天阅读到的有价值的内容段落摘录:
Flinch at Proposals:
(1). Flinch in reaction to a proposal from the other side. They may not expect to get what
they are asking for; however, if you do not show surprise you’re communicating that it is a
possibility.
(2). A concession often follows a flinch. If you don’t flinch, it makes the other person a tougher
negotiator.
(3). Assume that the other person is a visual unless you have something else on which to go.
(4). Even if you’re not fact to fact with the other person, you should still gasp in shock and
surprise. Telephone flinches can be very effective also.
Avoid Confrontational Negotiation.
(1). Don’t argue with people in the early stages of the negotiation because it creates confrontation.
(2). Use the “Feel, Felt, Found” formula to turn the hostility around.
(3). Having “Feel, Felt, Found” in the back of your mind gives you time to think when the other
side throws some unexpected hostility your way.
3. 今天阅读的自我思考点评感想
This reminds me my personal story of accepting the offer on my second job: at that time, I did not flinch and thus got a problem later when I was working with the Secretary on the other issues. I wish I had read the book earlier. Also it is a useful suggestion on using “Feel, Felt, Found” formula, i.e. you should always first acknowledge the other side, then throw the concerns that the other side did not think about or mention about into the negotiation table, afterwards propose the agreeable terms. Given the other side had a confrontational attitude, it would hurt the negotiation any way.