Get it! : street-smart negotiation at work : how emotions get you what you want

cuts Through Traditional, Logic-oriented Negotiation Strategy To Uncover The Street-smart Basic: Emotions Drive Decision Making And Can Be Harnessed For Successful Negotiation. Annotation In the workplace, we spend the majority of our time in formal or informal negotiation-trying to persuade our customers, managers, peers, or employees to give us what we want. But despite its importance and the huge time investment it demands, most of us never learn what actually makes negotiation successful. Traditional strategies focus on logic, rational analysis, and game theory, minimizing the emotional aspects of negotiated interactions. Now Lacey Smith takes a fresh perspective. Emotions, he argues, can be harnessed to enable successful negotiation-and the results are always better for both parties. Get It! Street-Smart Negotiation at Work examines the emotions that are part of all decision making, emphasizing the importance of recognizing real motivations behind stated positions. This requires a combination of skills-asking the right questions, building a rapport with the other party, and understanding their true interests, as well as your own. These are the skills of street-smart negotiators, those who can build deals and resolve issues in ways that often seem to defy logic Author Lacey T. Smith is extremely down to earth. He presents his suggestions for how to recognize the emotional components of negotiations in clear and fairly basic English. He illustrates each suggestion with one or more stories and then distills the suggestions into brief, pointed lessons. Because of its clarity, getAbstract.com recommends this book to all levels of readers who will be engaging in negotiation. You will find something you can use. However, some of Smith's techniques can be applied only over the course of time, such as allotting time to videotape practice negotiations and to analyze the level of rapport you manage to establish. Other suggestions are extremely challenging, such as committing oneself consciously to developing and practicing empathy. Therefore, while the book can be read profitably by anyone - and enjoyably, given Smith's folksy honesty - unless you are a committed, experienced negotiator, you may not be interested in all of Smith's lessons or even able to apply them Most of us spend nearly 80 percent of our time at work in formal or informal negotiation - with customers, managers, peers, and/or employees. Now Lacey Smith shows that when emotions are factored into the negotiating process, the results are always better - for you and the other party!Getting to the heart of the process - the emotions that drive all decision making - and using these powerful forces to their advantage is the secret of street-smart negotiators, who come out ahead when logic says they shouldn't. Smith provides sixty-five "lessons from the street" that are key to getting what you want, and eye-opening examples, called "street-smart realities," that drive these lessons memorably home. Cover......Page 1 Contents ......Page 10 Foreword ......Page 12 A word to the reader ......Page 14 About the author ......Page 16 Part one: How emotions determine who gets it! ......Page 18 GET WHAT YOU WANT......Page 20 UNCOVER EMOTIONS TO REVEAL REAL INTERESTS......Page 32 DISCOVER EMOTIONS THAT BETRAY YOU......Page 50 Part two: How you should prepare to get it! ......Page 74 PREPARE TO GET IT!......Page 76 PREPARE SOME MORE TO GET IT!......Page 96 POCKET THE CURRENCY OF EMPATHY......Page 116 POCKET THE CURRENCY OF RAPPORT......Page 134 BAKE A BIGGER PIE TO GET A BIGGER PIECE......Page 156 GET IT? GOT IT? GOOD!......Page 172 Notes ......Page 182 Index ......Page 186