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32 Sales and Negotiation




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This article is from the Self Improvement FAQ, by Loren Larsen llarsen@cs.clemson.edu with numerous contributions by others.

32 Sales and Negotiation

Q. I wonder if any of you know anything about using NLP and
learning negotiation skills, or just plain negotiation?

A. You have touched on a subject that is very important to me.
Negotiation and NLP are, IMHO, so closely linked that they almost
become one subject. The "ethical outcomes" and "win-win"
approaches that both require naturally complement each other. I
have done much training in negotiation, but am self trained in
NLP techniques, concentrating more on the results I can achieve,
than the technical reasons as to how it works.

The best, most effective negotiation techniques are those
explained in _Getting to Yes_ by Fry and Ury, and the follow-up
books by the same authors, who work with the Harvard Negotiation
Project. Simple guidelines, no "aren't I smart" techniques, and
an easy set of principles to remember. Because they are based on
relationships and long term outcomes, using NLP to build rapport
can only aid the process.
(From: imarks@cix.compulink.co.uk ("Ivor Marks"))

 

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