Description
John Murray Press Get It Street-Smart Negotiation At Work 2005 Edition by Lacey T. Smith
In the workplace, we spend the majority of our time in formal or informal negotiation - trying to persuade our customers, managers, peers, or employees to give us what we want. But despite its importance and the huge time investment it demands, most of us never learn what actually makes negotiation successful. Traditional strategies focus on logic, rational analysis, and game theory, minimizing the emotional aspects of negotiated interactions. Now Lacey Smith takes a fresh perspective. Emotions, he argues, can be harnessed to enable successful negotiation - and when this is done, the results are always better for both parties. Get It! Street-Smart Negotiation at Work examines the emotions that are part of all decision making, emphasizing the importance of recognizing real motivations behind stated positions. This requires a combination of skills - asking the right questions, building a rapport with the other party, and understanding their true interests, as well as your own. These are the skills of street-smart negotiators, those who can build deals and resolve issues in ways that often seem to defy logic.Drawing on years of negotiating in business, politics, and law, Smith distills 65 "Lessons from the Street" that make the process work. Eye-opening examples, called "Street-Smart Realities," drive these lessons memorably home. Using the techniques he outlines, you will maximize what you - and the other party - take away from the table. You will come to enjoy and be more productive at what you spend so much time doing at work. With this book's emotional insights and street-smart advice, you can Get It!