5 ms·
The idea of the book is that "splitting the difference" is just a lazy and avoidant way to negotiate. Instead, we should work with the adversary to find the bes
by sasaf5 4y ago
The idea of the book is that "splitting the difference" is just a lazy and avoidant way to negotiate. Instead, we should work with the adversary to find the best solution for both, which according to the author, is more about emotions than reasoning.
- solarmist 4y agoNegotiation is about understanding why they are asking for X. It's about understanding what is important to you and the other person; only when you understand why they want it can you come up with suitable alternatives. A great example from Conscious Business (I think) was a salesperson asking for a salary increase of like $20k or something, but it turned out they were worried about the wear and tear on their car and wanted to buy a new car to handle the local travel requirements. Instead, they added a company car to the offer, and everyone was happy.