Saturday, April 19, 2008

The Sweet Art of Negotiation

Paul Wineman’s story is incredible:

  • Born in Hollywood
  • Moved to Iran at about two
  • Speaks two Middle Eastern languages fluently
  • Back to the US for college
  • Green Beret in Iran
  • Taken hostage … Got out
  • Left the US Army
  • Lived in Lebanon for eight years
  • Hired by everyone to negotiate for them in the Middle East
  • Eventually moved to Marina del Rey

I got to experience a “meet the author” with this one. Wow!

We listened with rapt attention as he described two mentalities:

  1. United States (3% of the World): This is our price. Take it or leave it.
  2. 97% of the World: Everything is Negotiable

The first time he saw a price tag was at 18 years old – when he moved back to the States.

I met the author and then read his book.

Biggest take-away on the idea of US mentality is: Yes. or No.

Everyone else: Yes, or No,

For example:

  • Yes, I will take X if you will Y
  • No, but I will take X if you will Y

The Sweet Art of Negotiation

http://www.negotiationtraining.net/

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