This book is about negotiating agreements. You want mushroom pizza, they want bell pepper pizza, how do you figure out what to do? You look for middle ground, of course, and this book talks some about how to do this.
Perhaps more usefully, it talks about how to deal with people who want to "win" a negotiation. When I'm faced with high-pressure sales tactics, I just walk away. So far, that's been pretty easy--there's always been other places to go.
"Hi, I'm thinking of buying a pool table. Right now, I'm just calling around to find out about prices. I'm interested in blah blah blah describing specs blah blah blah. What would you charge for something like that?"
"$2300 if you order today."
I never called that place back. Maybe I should have once I got prices from other places. Maybe they would have negotiated; I never gave them a chance. This book talks about some ways that you can get past the high-pressure negotiating tactics to something more useful. If you're dealing with a professional salesperson, it might be as easy as asking them to stop.
- Don't just ask for their position--ask them the reasoning behind their position.
- When they tell you things, listen. Don't get distracted thinking of what you're going to say next.
- Ask them if you understand them correctly--re-state their position.
- Tell them the reasoning behind your position. That might suggest some negotiation wiggle-room to them.
It's all good advice. I think most folks tend to do this anyhow. But it helps to spell out the steps--especially when you're dealing with sonmeone who isn't inclined to be so reasonable.
Labels: book, drama