By Bob Harvey

ISBN-10: 0462099237

ISBN-13: 9780462099231

In case you notion negotiating offers and agreements is hard in present day enterprise surroundings, then you definately should still try out doing so in prehistoric occasions! This ebook follows our cavemen characters, Tork and Grunt, of their quest to make sure the survival in their tribe. during the studies of our cavemen, you'll study every little thing you must behavior a profitable negotiation and achieving a win-win end result. They exhibit how traditional bargaining from opposing positions typically fails to arrive a passable end and the way it is very important determine the entire matters affecting either events. Laced with humor, this e-book is ready making daily interactions powerful and profitable, getting on with humans, and negotiating offers that paintings for everybody.

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Extra resources for Tork & Grunt's Guide to Effective Negotiations

Sample text

It is only when each party truly believes it is reaching the best available decision, that you have the basis for a positive solution. The final outcome may not be what each party had hoped for at the outset, but it must be one that each party agrees to as an acceptable resolution. When you look at a formal negotiation like an armistice, even though it confirms that one party has won and one has lost, it now establishes a new, non-combatant relationship, a workable way forward. In one sense, ego is all about the territory you occupy mentally.

Rosemary’s style is soft and sweet. She is agreeing with the other party and is already suggesting they might pay a little more and that there could be other deals which they could discuss. Jack still plays rough, and makes a grudging concession. They had no intention of taking their furniture, carpets and curtains with them as 21 TORK & GRUNT’S GUIDE TO EFFECTIVE NEGOTIATIONS these would not suit the country cottage they have their eyes on. They will not reveal this to Robert and Rosemary because, in classic rough and tough style, they don’t trust them and they would never reveal more than they had to in conducting the negotiation.

Tork thinks a moment: ‘One hunter can move silently, while the others wait to help when I find the mammoth. ’ There is now mutual respect, because each party has shown skill and intelligence in the way they conduct their business. A similar conversation could have taken place between a manufacturer and a potential supplier seeking to discover more about each other. There is an element of point-scoring in the exchange, but equally there is a common language that establishes a basis for understanding.

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Tork & Grunt's Guide to Effective Negotiations by Bob Harvey


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