Start with No

Viac o knihe

For years, the "win-win" paradigm has represented the ideal in business negotiations, the "fair" agreement for all parties. Do not believe it. Today, it is merely a seductive mantra used by tougher negotiators to compromise you, play with your emotions, and take advantage of your desire to reach an agreement. This book teaches you to understand those emotions, to ignore the siren calls, and to focus on the behaviors you can and must control in order to negotiate with professionals. The best negotiators: - Are not interested in the "yes"; they prefer the "no." - Never rush, allowing the other party to feel secure and confident. - Never appear needy; they leverage the other party's needs. - Create doubts to ask questions; they pay attention to the answers and ensure they have no false expectations or assumptions. - Never waste time with people who are not the actual decision-makers. Start with No presents a decision-based negotiation system so you are no longer at the mercy of others. You will never feel out of control again. You will never compromise unnecessarily. You will never lose a negotiation again. If you manage the principles and practices outlined here well, you will become an expert negotiator.