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The last item on the list:

>Understand the needs of the other person

Is a really important part of negotiation. Nothing to do with Jobs specifically. Don't assume that needs and desires are symmetrical in a negotiation. Sometimes they basically are. But when they aren't, it opens the possibility for win-win scenarios.

And oldies but goodie (and short) book, "Getting to Yes" talks about this. Well worth the read. (And, when I say short, I really do mean very short.)




"Getting to Yes" is researched based and, yes, a quick read. It was one of the required texts for a college class I had on "Negotiating and Conflict and Management." The other was "The Mind and Heart of the Negotiator." It is also research based but much meatier. I highly recommend both.




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