O'Reilly logo

BSS: Great Negotiating Skills by Bob Etherington

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

“Because” before you snap

One reason that “questions” are a top seller’s favourite tool is that when a prospective counterparty is answering your question their brain is fully occupied processing the answer. They cannot, at the same time, be processing an objection to any proposal the seller may have made. In a similar way a top negotiator also uses questions to focus and control the progress of a negotiation. However another important way to keep control is when you need to turn down or object to some proposal made by the other side. A virgin negotiator may think that if someone on the other side puts forward a “ridiculous” suggestion that is just not acceptable, the best response would be to let them know immediately – in no uncertain terms ...

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