Negotiate & Win
(Authors: Dominick J. Misino with Jim Defelice)
In the present day living,one encounters instances, where negotiations are required, to resolve a problem or a crisis.The pressure to win over the situation is tremendous. Generally every situation is different, with some similarities, but it may not be unique. In view of this, one can prepare & keep in readiness, for likely instances of negotiations of future. This book is a step by step guide, for successful negotiations.Each one of us have occasions to negotiate,in personal life& work life, e.g.dealing with a client or boss or colleague, discussing about starting pay at the time of joining, planning a vacation with the family, closing of sales deals, bargaining for price of some appareletc.We may not be adapt at negotiations, but we must succeed & win.Negotiation is an art. Also knowledge, skill, strategy, experience& cool mind are required to win satisfactorily. Above all, use of appropriate & timely words & tone are helpful. Most of the time it is tight rope walking, by talking, tough talking & again talking.Some times we may have one step forward &sometimes one step backward. But we must have a feeling of confidence, preparation, strength, comfort & relaxation. Good negotiation depends a lot on communication, & even in communication, carefully listening is the more important part. Every word spoken by the other party, needs to be carefully listened & understood, words as they mean, & not as per what we have thought & perceived about them earlier. We have to understand the other persons points of view, considering what is spoken verbally & way of expressionetc. While talking, rapport is also required to be built, between the two sides. We should also be careful about, our way of expression. At the same time, we have to encourage the other side to talk, so that they reveal what is in their mind, so thatthe negotiations can be completed satisfactorily.
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