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Negotiation as a Martial Art
- Techniques to Master the Art of Human Exchange
- Narrated by: Cash Nickerson
- Length: 4 hrs and 53 mins
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Negotiation as a Martial Art
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Publisher's Summary
Wall Street Journal Bestselling & Award Winning Book
We all negotiate. Put more accurately, we are always negotiating. There is always something we want that we do not have. There is always something we have that others want. Those human transactions are very human. The process of bartering, whether it be in billion-dollar transactions or over the use of the family car, is a deeply human activity. But like many soft skills, we don't teach it. We consider it something that we have to just learn by doing it. And it is true that trial and error is the basic teacher of negotiation.
But it doesn't have to be that way. Negotiation is a social activity that involves disciplines like language, observation, reaction, listening, speaking, storytelling, humor, and sensing. The number one thing you bring to every negotiation is you. This book helps you understand how these various behaviors and disciplines come to play and therefore how you can become a better negotiator. The book helps you develop the mindset and tools to become a great negotiator for yourself and for others.
Classical teaching on negotiation teaches separating the people from the problem. But the people are often the problem and the key to accomplishing your goals and theirs. We express our desires as "I want this or that." As a result, we are always talking about the "what." As people, as humans, we often don't even really know what we want. This book teaches you to get behind your "what" and theirs. To accomplish this, you need to understand the "why" not just the "what." It is the "why" that will help you understand the "what" and adjust it accordingly.
If you think you will get what you want by just being tough and demanding, this book isn't for you. If you want to succeed in dealing with those people or want to develop a negotiation style where you get what you want and people want to deal with you again and again, then this book is for you. The author draws upon principles of martial arts (designed around dealing with more powerful opponents) to help develop your understanding of negotiations.
In a battle of water and stone, water wins.
What listeners say about Negotiation as a Martial Art
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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Overall5 out of 5 stars
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Performance4 out of 5 stars
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Story5 out of 5 stars
- Gideon Botes
- 07-10-2022
Hidden Gem
Being a martial artist myself didn't stop me from having big reservations about this book. The title and cover left me feeling that it was a gimmick, a second-hand car salesman's idea to sell me a book (sorry Cash Nickerson, but I believe in being honest in reviews).
My preconceptions however was surprisingly wonderfully misplaced.
Being someone who's more on the technical side and lately been working hard to expand my soft skills, I'd been reading all the best-sellers - Getting to Yes, Never Split the Difference, The Power of Persuasion etc.
Those books are amazing, and have some truly amazing strategies and techniques, but they aren't really suitable for someone like me, looking for a bridge, a primer, or something more holistic and comprehensive.
This book is it. The author draws from years of experience as a merger/acquisition lawyer (I can't remember the good term) and learnings from some big-name mentors he worked with. It is a toolkit, choc-filled with good practice, techniques, tactics and strategies that are practically new to me, yet make a world of sense and leaving me stumped why so many people are so oblivious to these. It fills in a lot of gaps in my understanding of why business people and good negotiators behave the way they do.
Granted the martial arts angle will not fall in everyone's taste but it is a perfect platform for conveying obscure soft concepts. If you can tolerate or even learn to appreciate it, you will have found yourself a hidden gem. And it shines.
What the book did for me, is to make it bluntly obvious how the soft skills that talent managers ask for in management interviews and that those gifted few have been endowed with, are completely teachable and learnable and very much as practical and nuts-and-boltsy as say, engineering or architecture or driving a car.
This is the book I'd been looking for but couldn't find. Thank you Mr Nickerson. Aregato Gosai Mashita.
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