10월 17일 45p~50p

p.45~46
The key is not being reactive even if the other person is in a bad mood. Often, people will lash out at you just because they are frustrated from some other encounter. Don't assume it's about you. Tell them you're sorry they are having a bad day. You will reap all the benefits. It takes discipline, but the rewards are worth it.

p.46
Closely related to that is, who is the right negotiator? It may not be the most skilled or senior person. Indeed, studies have shown that the more powerful people are, the less attention they pay to the other side's needs. That means the less successful they will be at expanding the pie. It's a real irony, then, that some of the most junior members of a team might end up being the best negotiators. So your question should be "Who on my team will be most likely to get the other party to meet my goals?"

p.47
Ask your colleagues, bosses and employees for advice on how to solve your problems. Let them know you might not accept every answer But you will get more.

p.48
If you are unsure of the relationship, don't trust the other person. Don't make yourself vulnerable to them. The right response to an untrustworthy person is not to be untrustworthy back. Why destroy your credibility just because they have destroyed theirs?

p.50
The fact is, although trust is best, you don't need it for successful negotiations. This is a big point and most people miss it: trust is not the major requirement for a sucessful negotiation. Something much more fundamental is needed.

What is needed is a commitment. Trust is only one way to get a commitment. Contracts, third parties, and incentives are other ways to obtain commitments.

The important thing is, you need to get a commitment in the way they make commitments, not in the way you make commitments. Your word is your bond? Who cares? Is their word their bond? Don't just assume that because you make a commitment one way, they will make a commitment the same way. You should spend as much energy on getting commitments that you are sure really commit them as you spend in setting your goals.