QUESTION 55
HOW CAN I BECOME A BETTER NEGOTIATOR AND GET A BETTER DEAL FROM SUPPLIERS AND COLLEAGUES?
Why it’s important: It’s not the meek that shall inherit the earth (in this lifetime) but the best negotiators.
A manager’s life can seem like one long series of negotiations. Managers have to negotiate with their employers, boss, colleagues, staff, suppliers, customers and stakeholders on a bewildering array of issues. If you’re a soft touch, you’ll find yourself on the receiving end of some dire negotiations. But if you are too tough then people will be wary of you. Effective negotiators aim for a win/win outcome (see Question 23).
For the purpose of this entry I’ve assumed that the negotiation is between a buyer and supplier. However, the same ...
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