Getting Past No
Summary of Getting Past You and No
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The summary of (0) Introduction Each of us has to face tough negotiation with an irritable spouse, an ornery boss, a rigid salesperson, or a tricky customer. Under stress, even kind, reasonable people turn into angry, intractable opponents. In order to reach a mutually satisfactory agreement in an efficient and amicable fashion, this book introduces us the strategy of breakthrough negotiation. The breakthrough strategy is counterintuitive: it requires us to do the opposite of what we might naturally do in difficult situations. In addition, the essence of the breakthrough strategy is indirect action. Rather than trying to break down opponents resistance, we make it easier for him to break through it themselves. In short, breakthrough negotiation is the art of letting the other person have our ways. (1) STEP ONE: Dont React Go To The Balcony The first step we need to do in dealing with a difficult person is not to control his behavior but to control our own. Because when we react-act without thinking, we usually neglect our interests. “Going to the balcony” means distancing ourselves from our natural impulses and emotions. From the balcony we can calmly
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