Hakkında
Daniel Steven Peña Sr., Meksikalı Amerikalı bir iş adamıdır.
Tam adı:
Daniel Steven Peña Sr.
Ünvan:
İş insanı
Doğum:
Jacksonville, Florida, ABD, 10 Ağustos 1945
Okurlar
1 okur beğendi.
1 okur okudu.
1 okur okuyacak.
Okur demografisi
Kadın% 0.0
Erkek% 0.0
0-12 Yaş
13-17 Yaş
18-24 Yaş
25-34 Yaş
35-44 Yaş
45-54 Yaş
55-64 Yaş
65+ Yaş
Reklam
Alıntılar
I love the dynamics of negotiation. Skillful negotiators, of which I am among the best, are forceful, persistent, perceptive and patient. I thrive on seeking out and defining my opponent's comfort zone, that imaginary box (…), and then placing an offer on the inside rim of that comfort zone closest to my own best interests. This delicate placement gives the doofus the absolute minimum he'll accept to close the deal and still be able to convince himself he won, that he really stuck it to me.
Negotiation is a poker game, played with fortunes at stake instead of chips. To win - and this is key - you must make the other guys think they want what you 've got more than you want what they've got. And, in Kenny Rogel's words, "You've got to know when to hold 'em, and know when to fold 'em."
Negotiation is the ultimate in power play. Knowledge of your foe is your most powerful weapon, of course, and I maintain a full-time private investigator on my staff for exactly this purpose. But control of the physical element of a negotiation is also crucial. From the moment you enter the room, you want as much accumulated power on your side of the table as possible. Accordingly, I have five ground rules for my people or myself entering a negotiation:
1. Suits required.
2. My place.
3. My contract: Always volunteer to draw up the contract. ‘I'll go ahead and have my people draw up the contract... its no problem.' It seems innocuous enough to offer the courtesy of handling this detail. But now everyone will be beginning with your contract, and the language your Dream Team lawyer has carefully, cleverly written to earn his equity. And you get a first and longer look at what it says and how it reads. You enter negotiations with the perfect instrument from your perspective, so the
Corporate paternalism is dead, killed by e-mail and the ease of information flow up and down the hierarchy.
Reklam
Reklam