Читать книгу The Power of Nice - Barshefsky Charlene - Страница 13

How do you avoid the pitfalls of negotiation? Don't revert to the same old methods to solve your problems. If your only tool is a hammer, all problems look like nails; if the only tool in your negotiator's toolbox is I Win–You Lose, then everything turns into an I Win–You Lose situation. Negotiating becomes a battle of wills and/or egos. It isn't a good deal unless you defeat the other side in the process.

Conversely, if the only tool you have is I Lose–You Win, every negotiation will look like you have to give in, sacrifice, or settle for less in order to appease the other side's appetite.

Turn a mirror on yourself and ask, “What tools am I using in my negotiations?” The goal here is to put more tools in your negotiator's toolbox. By giving you the appropriate tools and an understanding of how and when to use them, you can become a more confident, and ultimately more successful, negotiator. Instead of dreading negotiation, you may even look forward to it.