昨日阅读1小时，累计阅读306小时
1. 今天阅读到的有价值的全文内容链接:
Continue to read the 11-13 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:
Handling Stalemates. Stalemate: both sides are still talking, but seem unable to make any
progress toward a solution. Key Points:
1). Be aware of the difference between an impasse, a stalemate and a deadlock. In a stalemate,
both side still want to find a solution, but neither can see a way to move forward.
2). The response to a stalemate should be to change the dynamics of the negotiation by altering
one of the elements.
Handling Deadlocks. Deadlock: the lack of progress has frustrated both sides so much that
they see no point in talking to each other any more. Key Points:
1). The only way to resolve a true deadlock is by bringing in a third party.
2). The third party acts as a mediator or an arbitrator. Mediators can only facilitate a solution,
but both sides agree up front that they will abide by an arbitrator’s final decision.
3). Don’t see having to bring in a third person as a failure on your part. There are many
reasons why third parties can reach a solution that the parties involved in the negotiation
couldn’t reach alone.
4). The third party is seen as neutral by both sides. If he’s or she’s not neutral, he or she
should position him-herself as such by making a small concession to the other side early in
the negotiation.
5. Keep an open mind about the possibility of a deadlock. You can only develop your full
power as a Power Negotiator if you’re willing to walk away. By refusing to consider a
deadlock, you’re giving away a valuable pressure point.
6. You can learn more about the art of mediation and arbitration
Always Ask for a Trade-off. Key Points:
1). When asked for a small concession by the other side, always ask for something in return.
2). Use this expression:“If we can do that for you, what can you do for me?”. You may just get
something in return. It elevates the value of the concession so you can use it as a Trade-off
later. Most importantly, it stops the grinding process. Don’t change the wording and ask
for something specific in return because that’s being too confrontational.
3. 今天阅读的自我思考点评感想
These chapters are the last three of Middle Negotiating Gambits in this book. Middle Gambits focus on specific scenarios which often occur in negotiation. Stalemates and Deadlocks are difficult conditions that we often meet in negotiation. It is important to separate them and use different skills to solve them. The author provides useful technique to recognize and solve these two type of issues. “Always Ask for a Trade-off” is a easy but extremely valuable point in practice of negotiation.
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