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A review by mjeshtri
The Kremlin School of Negotiation by Igor Ryzov, Alex Fleming
5.0
"Negotiations cannot be won or lost; it is only possible to determine exactly where you are and what your next steps need to be."
A very interesting read with lots of examples. The focus lies on the artistic and diplomatic side of negotiations where the author constantly reminds us to understand our position, do our due dilligence, and always respect the opponent.
A few interesting quotes:
1. It is very dangerous to view the negotiations process from a win/loss perspective [...] we focus on tactics at the cost of strategy
2. If you can show the person backed up against a wall a possible way out [...] the outcome will change quite markedly
3. Don't try to educate people or moralise with them
4. Hiding behind a tough and inflexible position, we often lose sight of our benefit and simply fight for the position we hold, setting ourselves up for failure
A very interesting read with lots of examples. The focus lies on the artistic and diplomatic side of negotiations where the author constantly reminds us to understand our position, do our due dilligence, and always respect the opponent.
A few interesting quotes:
1. It is very dangerous to view the negotiations process from a win/loss perspective [...] we focus on tactics at the cost of strategy
2. If you can show the person backed up against a wall a possible way out [...] the outcome will change quite markedly
3. Don't try to educate people or moralise with them
4. Hiding behind a tough and inflexible position, we often lose sight of our benefit and simply fight for the position we hold, setting ourselves up for failure