Negotiation 05 Feb 2007 03:34 pm
Topic 2: Negotiation (Some Materials)
Here are some great materials to help everyone get ready for our next session: Negotiation. February 22, 2007. You should go ahead and download them right now.
The first reading is called Draw the Line in Price Negotiations and is taken from a chapter in Solution Selling by Michael Bosworth
The second reading is one of the Harvard Business Review’s On Point Collections. This one is called HBR Masterful Negotiating.
Next week we will start laying out some quick case studies we will examine during the meeting.
If you have not yet started reading, don’t forget that our text for this meeting is “Getting to Yes: How to Negotiate Agreement Without Giving In†by Fisher, Patton and Ury. We still have some left in the library; just ask Chip Bolton or Neil Olson for a copy—we have not only paperbacks but an audio version.
This is a very important book on negotiations, so you will want to consider buying your own copy.HBR Masterful Negotiating 2d EditionHBR Masterful Negotiating 2d Edition
One Response to “Topic 2: Negotiation (Some Materials)”
on 24 Feb 2007 at 10:36 pm 1.mrawlings said …
I enjoyed my first round table meeting on Thursday. I wanted to add regarding negotiating that relationship skills plays a role in having a better business relationship with the client. We have to mirror the person’s personality that we are negociating with. For example, if the client is very amiable personality and I am a task oriented and bottomline person, I have to mirror the client’s personality. I would certainly lose the client in my own personality trait. We have to be a chameleon at times when building relationships with clients. We have to take our eyes off ourselves to put them on the client.