Summary of Cash Nickerson's Negotiation as a Martial Art

By IRB Media

Get the Summary of Cash Nickerson's Negotiation as a Martial Art in 20 minutes. Please note: This is a summary & not the original book. Original book introduction: 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.

• Language: English
• Publisher: IRB Media
• Release date: Dec 8, 2021
• ISBN: 9781669342762

IRB Media

With IRB books, you can get the key takeaways and analysis of a book in 15 minutes. We read every chapter, identify the key takeaways and analyze them for your convenience.

Book preview

Insights on Cash Nickerson's Negotiation as a Martial Art

Contents

Insights from Chapter 1

Insights from Chapter 2

Insights from Chapter 3

Insights from Chapter 4

Insights from Chapter 5

Insights from Chapter 6

Insights from Chapter 7

Insights from Chapter 8

Insights from Chapter 9

Insights from Chapter 10

Insights from Chapter 11

Insights from Chapter 12

Insights from Chapter 13

Insights from Chapter 14

Insights from Chapter 15

Insights from Chapter 16

Insights from Chapter 17

Insights from Chapter 18

Insights from Chapter 19

Insights from Chapter 20

Insights from Chapter 21

Insights from Chapter 1

#1

Sometimes, we don’t know what we want, but we think we do. This is because our goals are based on faulty premises. To negotiate successfully, you must shift your thinking from what I want to why I want it. This requires a lot of preparation, which comes in the form of examining your own and your counterpart’s motivations.

#2

What appears to be about choice is really about control over choices. The toddler wanted to have the most fun, and when she saw that another toy gave someone else more fun than she was having, she wanted that toy.

#3

Understanding the why before the what is crucial in negotiation. The why is the driving force behind the what.

#4

Deals can go wrong for a myriad of reasons, and the worst deals are the ones that are done for the wrong reasons. The worst deals are the ones that are done for control rather than