Summary of Getting Past You and No :: Employment Workforce Hiring Essays

Summary of Getting Past You and No(0) mental institutionEach of us has to face tough negotiation with an irritable spouse, an cantankerous boss, a rigid salesperson, or a devicey customer. Under stress, even so kind, reasonable people turn into angry, intractable opponents.In order to moot a mutu all in ally satisfactory cartel in an efficient and favorable fashion, this book introduces us the strategy of breakthrough negotiation. The breakthrough strategy is unreasonable 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. kinda 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 imbibe our ways.(1) STEP ONE Dont React Go To The BalconyThe first tone we guide to do in dealing with a difficult person is not to control his behavior but to control our own. Because when we react-act with out 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 evaluate the conflict, think constructively for both sides, and look for a mutually satisfactory way to crash the problem. One the balcony, the first thing we need to do is figure out our interests. We also need to identify our BATNA- our Best Alternative To a Negotiated Agreement. The agreement must satisfy our interests better than our BATNA could. Our BATNA should be our measuring stick for evaluating all potential agreement. Often we do not even realize we atomic number 18 reacting, because we are too enmeshed in the situation. Therefore, we need to recognize the tactic. select a mental note when we detect a possible trick or subtle attack. By naming the game, we are able to pay off it easily. Once we have named the game and stop our immediate reac tion, the next step is to buy ourselves time to think-time to go to the balcony. Use the time to keep our look on the prize-an agreement that satisfies your interests, certainly better than our BATNA can. Instead of getting gruesome or getting even, concentrate on getting what we want. This is what going to the balcony is all about.(2) STEP TWO Disarm Them Step To Their Side