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1、TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheir??behcilf•Heapproachestheartofnegoti
2、ationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommend
3、him.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying"yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”•Ho
4、wever,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconeeptionthatskillednegotiatorsarcsmoothoperatorsinsmartsu
5、its.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwi11makeyoumoreapproachable.Peoplewillgencreillyfeel
6、morecomfortabicwithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosei1yourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherper
7、sonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresayingputafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwh
8、attheyhavesaidtoshowyoutakethemseriously-Inevitablysomedealswillnotsucceed.General