Summing Up


Before you can start negotiating, you have to “contain” the situation.

In everyday negotiations, this means you have to know what you’re negotiating about. You must know your goal before you can achieve it.

“Breaking containment”—switching the negotiating subject—is sometimes a deliberate strategy. When the other side employs it, recognize that you have moved back to the prenegotiating phase.

Closing the deal can be dangerous for the negotiating team. They become emotionally attached to making a deal once they’ve hit that stage.




Negotiate and Win. Proven Strategies from the NYPD's Top Hostage Negotiator
Negotiate and Win: Proven Strategies from the NYPDs Top Hostage Negotiator
ISBN: 0071737774
EAN: 2147483647
Year: 2003
Pages: 180

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