Читать книгу X - Stefan Aarnio - Страница 46

STEFAN AARNIO

44

tion go to almost zero.

6.)

Sloth—Negotiations take a lot of work, time, effort, energy, and sometimes money to carry out. Many humans avoid negotiating purely because it takes energy—don’t be lazy!

7.)

Gluttony—The human emotion of anything done to the extreme. Although opening positions may be extreme in a negotiation and it’s effective to be extreme at times, very seldom can you be successful by being extreme over time.

(11.) Poor record keeping and research—Superior negotiators conduct thorough research before entering a negotiation and keep excellent records on their position and the other side. Consequently, poor negotiators keep poor records and do little or no research.

(12.) Bad trading or no trading—Poor negotiators typically are bad at trading items and will lose to superior negotiators when trading. Poor negotiators are also bad at selling their position to the other side and creating value in their position.

(13.) Failure to Understand and Embrace Human Nature—Understanding human nature and how people work is one of the most important fundamentals for negotiating. You may not know the technical intricacies of how a negotiation works, but you can understand human nature and still be successful. Many of history’s most successful world leaders, industrialists, entrepreneurs and military generals who shaped the course of history through negotiation, commerce and war had little technical knowledge of negotiation but instead had a deep understanding of human nature. In many ways a deep understanding of human nature can outweigh all technical skills at the bargaining table.

Visit Xnegotiation.com to claim your valuable bonuses.