📣 Curious Quotes from the Author
“People listen better if they feel that you have understood them. They tend to think that those who understand them are intelligent and sympathetic people whose own opinions may be worth listening to. So if you want the other side to appreciate your interests, begin by demonstrating that you appreciate theirs.”
“Any method of negotiation may be fairly judged by three criteria: It should produce a wise agreement if agreement is possible. It should be efficient. And it should improve or at least not damage the relationship between the parties.”
The ability to see the situation as the other side sees it, as difficult as it may be, is one of the most important skills a negotiator can possess.”
“If you want someone to listen and understand your reasoning, give your interests and reasoning first and your conclusions or proposals later.”
“The more extreme the opening positions and the smaller the concessions, the more time and effort it will take to discover whether or not agreement is possible.”
“An open mind is not an empty one.”
“the best time for handling people problems is before they become people problems.”
“the more attention that is paid to positions, the less attention is devoted to meeting the underlying concerns of the parties.”
“Judgment hinders imagination.”
“The challenge is not to eliminate conflict but to transform it. It is to change the way we deal with our differences”
📚 Cognition of the Book’s Big Idea
Conflicts are not a zero-sum game. Try to comprehend and address the underlying interests of all parties rather than engaging in trench warfare. Remain factual, keep in mind that you are interacting with others, and be receptive to new ideas. The queries this book attempts to address: Why is it important to develop effective negotiating skills? Since negotiations are the foundation of everything, master them. Steer clear of trench warfare. It is incredibly expensive and yields very little benefit.
How does one go about negotiating? Remember that you're negotiating with human beings. Take on the issue rather than the other party in the negotiation. Recognize the underlying interests of each party before looking for answers. Which instruments and techniques are at your disposal? Prior to looking for answers, list your possibilities. Always look for impartial standards to use while making decisions. Effective negotiating requires preparation. Communication is the basis of negotiation, so pay attention and just discuss the facts! Success is not always guaranteed, even with the best equipment.