is a rare skill. The skill lies in coping with
the stress which the process
demands, and knowing which behaviour
is appropriate, and when."
"We do not get the best from negotiation
because of acombination of
social conditioning, ignorance,insecurity,
egocentricity, sloth, anger and fear."
"The better you are at selling, the
chances are,the worse you are
Life is a negotiation. It cannot be
escaped. We can do it well or badly. The
majority of us Westerners do it badly. Most
people believe that negotiation is compromise.
It isn't. It is getting the other guy to
Getting the other guy to compromise concerns:
- Understanding who you are and what drives you;
at what point you would rather not have a deal.
- Understanding him; at what point he would
rather not have a deal.
- Developing attitudes which make the other
person realise that, if he wants a deal, he must
Learning skills which make it unnecessary to
compromise oneself while recognising the
possibility of compromise in the other person.
The Workshop In Negotiating Skills (WINS)
originated in the USA during the 1960s, designed
for IBM's purchasing department. Having been
applied in financial, banking, manufacturing and
retail sectors by thousands of participants, WINS
is widely regarded as the most powerful and
effective commercial negotiating course available.
Please note: in the text, the terms "he", "his",
"him" and "the other guy" refer equally well to
women as to men.
In fact, our experience has demonstrated that
women are generally better negotiators than
men. The very best women negotiators will
have realised that the above note is unimportant.