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by jldugger
1595 days ago
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> The second will teach you how to negotiate salaries, raises, and promotions among other things. “Never split the difference” is a really good book, but I'm really confused by this context. The book is 90 percent 'how to encourage rational thinking in your counterparty.' The author's experience is in suicide prevention and hostage negotiation, where all you really want is the counterparty to do whats already in their best interest. Hence the focus on emotional IQ advice, like slowing down, mirroring, building trust, etc. In contrast, salary negotiation is a completely different beast. The book has a single chapter on "classic" MBA negotiations, but the counterparty is far more well informed than you are, and engineered the entire process to favor them -- multiple candidates, salary bands, structured interviews. Where this book shines in the business world is project management and resolving priority conflicts, where you need to build cross functional relationships built on trust. |
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In fact, negotiation is about helping people realise what's in their best interest among the options out there, rather than the options they want to be out there. But people won't hear what the available options are until they're sure you've heard what they want the available options to be.
Another good book in the same vein is How To Talk So Kids Will Listen And Listen So Kids Will Talk. It's not just about children.