March 21, 2005:
Secrets Of Master Negotiators
Interview with Michael Benoliel, Ed.D author of
the book,
Done Deal |
Mike Carruthers:
All day long, whether you know it or not, you're
negotiating with other people.
Michael
Benoliel:
When I try to mobilize colleagues for a particular
idea, it's a negotiation. When somebody is trying to
influence me to vote in a particular direction, that is
a negotiation.
Michael
Benoliol, Founder of the Center For Negotiation and
author of the book,
Done Deal.
Negotiation is an opportunity for 2 parties to come
together and create mutual value.
Michael interviewed some of the world's best
negotiators including sports agent Lee Steinberg, to
discover their secrets.
What master negotiators will tell you is, you have to
come to the table knowing exactly what you want.
Otherwise how can you get what you want? And an
interesting quote from Lee Steinberg; "Unfortunately
most people enter negotiation virtually unarmed. They
have a vague, often arbitrary notion of what they want.
They are not properly prepared to get the result they
are seeking and so they rarely get those results."
And it's critical, says Michael, that you understand
that the purpose of negotiation is not to simply "make a
deal."
It's about achieving your objectives. If you can
achieve those objectives, then we have a deal. So are
you interested in a deal? Certainly you are. Will you do
your very best? Of course you will. But are you willing
to walk away from the table? Yes you are.
At somethingyoushouldknow.net, I'm Mike Carruthers
and that's Something You Should Know.
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