Follow Your NOs
Disagreeing without being disagreeable
I once saw a cartoon with a caption reading, "Salesmanship
begins when the customer says, 'No!' " Likewise,
negotiation begins with disagreement. How you react to the dispute
is often more important than what it's about. Keeping conflict
from becoming a catfight is one skill that distinguishes the
seasoned negotiator.
A speaker and attorney in Los Angeles, Marc Diener is the
author of Deal Power: 6 Foolproof Steps to Making Deals of Any
Size (Owl Books/Henry Holt). You can reach him at MarcDiener@aol.com.
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