Getting Past No (Supere El No)

Va un resumen a modo mind map del libro Getting Past No:

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Negotiation
• cooperation
o barriers
▪ 1-Your reaction
▪ bad
▪ break off
▪ without trying enough
▪ strike back
▪ lose focus /objectivity
▪ get it their game
▪ damage relationships
▪ rarely works
▪ give in
▪ future exploitation
▪ bad deals
▪ go to the balcony!
▪ look from above▪ keep focus
▪ identify their attacks
▪ stone wall
▪ what's done is done
▪ company policy
▪ previous commitment
▪ attack
▪ dimish▪ threat
▪ trick
▪ manipulate data
▪ simulate authority
▪ add demands at the end
▪ blame others
▪ lie▪ possible simptoms
▪ raised voice pitch
▪ crooked smile
▪ facial expressions
▪ body language
▪ know what affects you!▪ get over it
▪ buy time to think
▪ pause and say nothing
▪ make the other side rethink
▪ cool down
▪ rewind the tape
▪ go back
▪ ask forconfirmation/clarification
▪ optionally take notes
▪ buys you more time
▪ take a time out
▪ coffee break
▪ "get some data"
▪ call a caucus
▪tell a joke
▪ have an excuse ready
▪ no important decisions
on the spot
▪ buy time
▪ "check with lawyer"
▪ "give the proposalproper thinking"
▪ "out for a quick call"
▪ 2-Their emotion
▪ anger
▪ hostility
▪ fear
▪ distrust
▪ "I'm right"
▪ don't listen
▪ eat or be eaten
▪ theyexpect
attack
▪ step to their
side
▪ shows you are reasonable
▪ they can negotiate with you
▪ aknowledge them
as people
▪ listen actively...