Why Learn Negotiation Brian Tracy

Summary

Dr. Howard Gardner's 'Frames of Mind' introduces the concept of multiple intelligences, emphasizing interpersonal intelligence as crucial for success in negotiations. The script highlights the importance of negotiation in all aspects of life, advocating for a strategic approach to obtain the best outcomes. It stresses the need to understand one's objectives, prepare thoroughly, and recognize the difference between must-haves and nice-to-haves in negotiations, ultimately positioning oneself for success.

Takeaways

• 🧠 Howard Gardner identified seven major intelligences, one of which is interpersonal intelligence, crucial for effective human relations and negotiation.
• 💼 Interpersonal intelligence is highly valued in American society and is linked to higher pay and respect.
• 🗣️ Negotiation is a vital skill that impacts all aspects of life, from traffic to business deals, and can be learned and improved with the right attitude.
• 🎯 The key to successful negotiation is approaching it as a game, where both parties have something to ask for and give.
• 💰 Learning to negotiate effectively is essential for securing the best pay, benefits, opportunities, and promotions in the workplace.
• 🤝 Good negotiation skills are also important when hiring and promoting employees, as it helps in getting the best talent at the right price.
• 🛍️ Negotiation extends to purchasing products, services, and facilities, where the ability to secure the best deals can significantly benefit a company.
• 💡 The basic rule of negotiation is that everything is negotiable; prices and terms are often guesses that can be challenged and adjusted.
• 🔑 Knowing what you want is fundamental to effective negotiation; clarity on your goals and limits strengthens your position in negotiations.
• 🛑 Preparation is a significant part of successful negotiation; understanding your maximums and minimums sets a strong foundation for discussions.
• 🤔 Identifying the 'walk away' point before entering a negotiation gives you the power to exit if the terms do not meet your minimum requirements.
• 📝 Doing your homework on the subjects of negotiation and the objectives of all parties involved is crucial for achieving the best outcomes.

Q & A

What is the main topic of Dr. Howard Gardner's book 'Frames of Mind'?

The main topic of Dr. Howard Gardner's book 'Frames of Mind' is the discussion of multiple intelligences, specifically focusing on seven major intelligences that each person possesses.

What is interpersonal intelligence according to the script?

Interpersonal intelligence is the ability to get along well with others, negotiate, communicate, persuade, and interact effectively in human relations.

Why is negotiation considered a critical skill in the script?

Negotiation is considered a critical skill because it is a part of every aspect of life, and being good at it can improve various parts of one's life, including personal and professional success.

What is the significance of negotiation in the American workplace as mentioned in the script?

In the American workplace, negotiation is highly valued as it is the most respected and highest paid intelligence, indicating its importance in professional success.

Why might some people be hesitant to negotiate according to the script?

Some people might be hesitant to negotiate due to the fear of rejection or a negative response, which holds them back from asking for what they want.

How does the script suggest approaching negotiation?

The script suggests approaching negotiation with the right attitude, treating it as a game where both parties have something to ask for and give.

What are some areas where negotiation is important as per the script?

The script mentions several areas where negotiation is important, including negotiating for the best pay and benefits, opportunities and promotions, hiring and promoting people, and getting the best deals for the company in purchases, services, facilities, leases, and sales.

What is the basic rule for negotiation according to the script?

The basic rule for negotiation, as per the script, is that everything is negotiable, and every price, term, and condition is a guess that can be challenged.

Why is preparation considered so important in negotiation as mentioned in the script?

Preparation is considered 80% of success in negotiating because it allows one to be more effective, know the desired outcomes, and have a clear understanding of what they are willing to give or take in a negotiation.

What is the 'walk away' point in negotiation and why is it important?

The 'walk away' point is the maximum or minimum limit beyond which a person is willing to leave the negotiation. It is important because it gives the negotiator strength and prevents them from being pressured into unfavorable deals.

How does the script suggest one should prepare for a negotiation?

The script suggests that one should prepare for a negotiation by doing their homework, thinking through the desired outcomes, what they are willing to give, and identifying their must-haves versus wants, as well as understanding the starting points of both parties.