O'Reilly logo

Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships by Melanie Billings-Yun

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 3. THE POWER OF US

In addition to helping you avoid the potentially devastating pitfalls of post-deal resentment and retribution, relationship-based negotiation brings a wealth of positive benefits. Through working together to solve problems and create synergy, negotiation beyond dealmaking becomes a platform for generating immediate and lasting gains for all parties by

  • Increasing understanding

  • Building trust

  • Maximizing value

  • Reducing resistance and gaining acceptance

Whatever your job—be it salesman, buyer, service provider, business owner, manager, team-worker, consultant, or homemaker—you will find that negotiation goes more smoothly and you get better results by moving from forceful opposition to collaborative problem-solving, from dealmaking ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required