| Good negotiating shoots for a win-win scenario, not a cut-throat taking-advantage outcome. One of the values of reading books is making sure people are generally on the same page as to how to do this dance. You can learn negotiating by working on people skills generally. The biggest takeaway from my college class on Negotiating and Conflict Management was that both parties will decide the other is "being difficult" when they are having trouble coming to terms, but the actual root cause of the problem is usually that there is a narrow range in which you can both benefit from the transaction. So, learn to talk to people around you and ask why rather than accuse. Also look up the term BATNA -- Best Alternative To A Negotiated Agreement. If you understand what your options are if you can't get cooperation, that helps define "how low should you go?" The answer: No lower than your BATNA. If they can't improve on that scenario, they can't add any value. It's not a deal you should make. Also, information is power. Research the problem space so you know what your options are. Last: Value is found in your differences, not your similarities. Ideally, you want someone saying "Man, I hate oranges. I would happily trade my oranges for your apples!" where you hate "apples." Win-win. You both feel like it cost "nothing" and was all upside. I also suggested some good negotiating books in a different comment. |