[Reading Notes] Obtaining the greatest benefits through negotiation: "Negotiating to Get Rich"

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Today I want to share with Michael. Negotiate, Influence, Persuade: How to Persuade others to do what you'd like them to Negotiate, Influence, Persuade: How to Persuade others to do what you'd like them to do), indicating that negotiation is not limited to the negotiating table in shopping malls, but communication and coordination are needed everywhere in life.

The book is mainly divided into three parts, respectively from why negotiation is important? Tips for successful negotiation, as well as three perspectives of practical negotiation, from personality traits, negotiation principles, to cognitive biases, systematic interpretation of the mentality and skills in the process of communication and negotiation.

Negotiation is not just about selling physical things. You can also sell your own ideas with enthusiasm and conviction, and choose a negotiation method according to your communication style. Life is a communication and negotiation, learn how to face and deal with rejection, reorganize the other party's objection before starting, as long as you believe in your own strength, you will have the ability to achieve the results you want.

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The author also lists 27 principles of negotiation, such as the power of the decoy effect, don't believe that someone will always be on your side, negotiation is not to win others, slow things down, know when to speak and silence, in silence Taking it easy, making a fuss, always preparing for an exit plan, being a comfortable side, etc., all contribute to a successful negotiation.

After reading this book, I found that negotiation is really a profession. I used to think that these persuasion skills can only be used in the business of deceiving people to buy things. But the author emphasizes that negotiation is to use the least force to fight for what you want, and to seize every opportunity to seek the greatest benefit.

The first part that impressed me is that price is not the only important condition for negotiation. When talking about negotiation, most people will think of using the lowest price in exchange for the greatest benefit. However, the author also reveals the psychological role in the negotiation process, unwillingness to give up sunk costs easily, choosing the answer of the crowd, being misled by other options, etc., not only each step back to the sweet spot of compromise, but can be used through persuasion It is the skill of negotiation to achieve the desired result you want, and the other party feels that they have earned it.

The second part that impressed me was clearly establishing the goal of negotiating and trying to pretend to be ignorant. Negotiation is not only about selling what others want but don’t need, but also about making the other party in the negotiation process. Feel happy, feel that you have earned and gained benefits from the other party.

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In this case, you can first determine your ideal goal, and put forward higher standards as a benchmark for negotiation, using the middle price difference as a space for the other party to bargain, pretending to be ignorant and seeming to be taken advantage of all the time, in fact, it is in line with the situation. Expect yourself and sell what others want but don't need.

The third thing that I find very practical is in Chapter 16, the skills of negotiating a salary increase, which can be used in a realistic work situation, the practice of specific actions, including the timing and situation proposed, being humble and not deliberately comparing with others, showing own value, take responsibility and consider the company's position.

Finally, although most of the authors use these techniques in the field of real estate transactions, whether it is bidding or private advance transactions, to obtain the greatest benefits. However, these negotiation and negotiation skills can also be used in the field of life to pursue their own best interests. Even the distribution of family affairs, self-image and influence are all related to negotiation.

"Negotiating to get rich: From business combat to life applications, communication masters teach you to use negotiation to create wealth" (blog)