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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Peter Stark and Jane Flaherty's book: "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation".
This complete summary of the ideas from Peter Stark and Jane Flaherty's book "The Only Negotiating Guide You'll Ever Need" shows how every aspect of your life is affected by the result of a negotiation at one time or another. In fact, most people spend the majority of each working day engaging in one type of negotiation or another. In their book, the authors explain that it therefore makes good sense to learn how to negotiate well, so as to generate as many win-win outcomes as possible. This summary provides readers with the tools they need to carry out good negotiations and to build and strengthen their communication.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your knowledge
To learn more, read "The Only Negotiating Guide You'll Ever Need" and learn the 101 practical and effective tactics that every professional should have up their sleeve.
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Seitenzahl: 30
Veröffentlichungsjahr: 2014
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Book Presentation: The Only Negotiating Guide You’ll Ever Need by Peter Stark and Jane Flaherty
Book Abstract
About the Author
Important Note About This Ebook
Summary of The Only Negotiating Guide You’ll Ever Need (Peter Stark and Jane Flaherty)
Book Presentation: The Only Negotiating Guide You’ll Ever Need by Peter Stark and Jane Flaherty
Book Abstract
Main Idea
Every aspect of your professional life (as well as your personal life) is affected by the result of a negotiation at one time or another. In fact, most people spend the majority of each working day engaging in one type of negotiation or another. It makes good sense, therefore, to learn how to negotiate well so as to generate as many Win-Win outcomes as is feasible. Good negotiations ultimately end up strengthening and building the communication process between people rather than detracting from that.
With this positive framework in mind, to generate better outcomes in your negotiations:
About the Author
PETER STARK is the founder and president of his own human development and training firm. An accomplished public speaker, Mr. Stark has written several books including The Competent Leader, Lifetime Leadership and It’s Negotiable. Peter Stark has consulted with a large number of corporations across a number of industries.
JANE FLAHERTY is a senior consultant and trainer for Peter Barron Stark & Associates, Inc.
The Web site for this book is atwww.negotiatingguide.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of The Only Negotiating Guide You’ll Ever Need (Peter Stark and Jane Flaherty)
1. Understand the four outcomes from each negotiation
Negotiations can only logically result in four possible outcomes:
Lose-Lose – neither party achieves their aimsWin-Lose – one party is happy, the other is notWin-Win – both parties are happy with the end resultNo outcome – no consequences, positive or negativeDo everything you can to create Win-Win outcomes from each and every negotiation you enter into.
Win-Win occurs when both parties obtain something they value highly in exchange for an investment of lesser value. Most times, both parties will wish they could obtain more but they will be satisfied with what was achieved. The acid test of a Win-Win outcome is that both parties will be willing to negotiate with each other again in the future.
To achieve more Win-Win outcomes:
Avoid narrowing your negotiations down to a single issue – because it just may not be possible to do a Win-Win deal in that one dimension. In practical terms, that means instead of focusing on price alone as the metric of success, factor in delivery timing, financing, training, support, warranties, indemnification and any add-on products or services. The more issues you can bring to the negotiating table, the greater the chances are you’ll be able to juggle things to create a Win-Win outcome.Realize your counterpart has a different set of needs and preferences to you – and therefore you should not approach a negotiation with the mind-set that your gain is their loss. Instead, you should be positive that a mutually beneficial deal can be put together that will move both you and your counterpart towards your individual goals.Never assume that you already know what your counterpart’s needs are
