昨日阅读1小时，累计阅读305小时
1. 今天阅读到的有价值的全文内容链接:
Continue to read the 9th and 10th chapters of the book <<SECRETS OF POWER NEGOTIATING>> BY ROGER DAWSON
http://www.amazon.com/dp/B004M8R ... ncoding=UTF8&btkr=1
2. 今天阅读到的有价值的内容段落摘录:
Never Offer to Split the Difference. Key Points:
1). Don’t fall into the trap of thinking that splitting the difference is the fair thing to do.
2). Splitting the difference doesn’t mean down the middle, because you can do it more than
once.
3). Never offer to split the difference yourself, instead encourage the other person to offer to
split the difference.
4). By getting the other side to offer to split the difference, you put them in a position of
suggesting the compromise. Then you can reluctantly agree to their proposal, making them
feel that they won.
Handling Impasses. Impasse: you are in complete disagreement on one issue, and it threat-
ens the negotiations. Key Points:
1). Don’t confuse an impasse wit a deadlock. True deadlocks are very rare, so you’ve probably
reached only an impasse.
2). Handle an impasse with the Set-Aside Gambit:“Let’s just set that aside for a moment and
talk about some of the other issues, may we?”
3). Create momentum by resolving minor issues first, but don’t narrow the negotiation down
to only one issue. For more on Win-win Negotiating.
3. 今天阅读的自我思考点评感想
Continue to learn some Middle Negotiating Gambits in this book, where analysis of specific scenarios is focused on. The conditions in 9th chapter are popular in our life. The 10th chapter provides useful technique to recognize and solve impasse issues in most business scenarios. It would be exciting to test these techniques in practice.
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