Friday, January 8, 2010

Negotiation Books

Recommended for everyone doing a deal, dealing with group dynamics, buying something, or just looking for insight into human psychology. My personal favorite insight so far: structuring a deal so that the parties are emotionally satisfied. It doesn't always involve the best price for the buyer or seller....

You'll learn to recognize recurring patterns, as well as the standard repetoire of shady tactics that some people use (and how to respond). Many authors include a list of these tactics.

Example: "going back for a second bite," i.e. a salesperson leaving to "check" with his/her manager and then attempting to alter the deal.

Lots of good countermeasures in these books.

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