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28 5 Socialite
Budapest Business Journal | May 31 – June 13
BOOK REVIEW
LEARN HOW TO SAY ‘YES’ In a world where we negotiate constantly – and often unsuccessfully – getting people to say ‘YES’ is crucial. Negotiation is something we engage in every day – whether it’s getting our children to eat their vegetables, making a case for a pay rise, or trying to secure an important deal at work. However, negotiation has changed. It’s no longer about competition and con− frontation, where there are clear winners and losers. Instead, it’s about collaboration. In The Yes Book, Clive Rich explains that ‘yes’ is, of course, the word we want to hear at the end of any negotiation. But it’s a less common word than we might think. According to World−eng− lish.org, ‘yes’ holds position num− ber 486 in the list of the 500 words most commonly used in written English. This is in contrast to ‘no’, which is in the top 100. Rich’s aim is to help us get other people to say ‘yes’ more often when ADVERTISEMENT
negotiating. But he also wants to make sure we can answer ‘yes’ to questions such as: Can I manage the stages of a negotiation? Do I know how to prepare properly? Do I know how to close deals? Do I know how to stand up to tough guys? Do I know how to negotiate when I am in a different country? Being able to answer ‘yes’ to these questions is crucial, Rich argues, because good deals don’t happen by chance. “Effective negotiators have a conscious blue− print for success,” he writes. By breaking negotiation down into its three key elements of Attitude, Behavior and Process, Rich shows us how to shape, create and close deals. He also helps us uncover our individual negotiating style, and demonstrates how we can apply it to influence others. In addition to providing this prac− tical framework, Rich includes plenty of stories about negotiating, suggest− ing that they are key to cementing our learning. Some of these stories come from fellow−negotiators, and some are his own, based on his years of experience working with major organizations and super brands such
as Sony, Yahoo, Apple, the BBC BC and Tesco, as well as hundreds of smaller companies. By being aware of the correct havior attitude, process and behavior for negotiation “you should auto− fective matically make more effective CHOICES than those who don’t ”, Rich have these skills or insights”, concludes. “You will have under− stood the purpose, processs and iating. pay−off from good negotiating. or deal And you will be equipped for making the modern way, in a con− rld. In nected, interdependent world. short, you will be better at getting people to say ‘YES’.
THE YES BOOK by Clive Rich Virgin Books ISBN 9780753541098 Available to order through www.hungaropress.hu