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Итак, два традиционных переговорщика, крайне довольные заключенной сделкой, отмечали свой успех в 15 метрах друг от друга. Разумеется, они оба могли бы настоять на том, чтобы определить цену, основываясь на объективных критериях, но разве это сделало бы их счастливее? Сомневаюсь. Взаимная удовлетворенность результатом – вот истинная мера успеха переговоров.
Одним словом, если это работает, не ищите лучшего.
Компания Negotiate Limited проводит семинары и учебные занятия, в основе которых лежат концепции и методы, представленные в этой книге. Для получения более подробной информации об этих услугах пришлите свою визитную карточку или позвоните:
Dr Gavin Kennedy
Negotiate Limited
Consultant Negotiators
22 Braid Avenue
Edinburgh
EH10 6EE
United Kingdom
Тел.: [44] (0) 131 452 8404 Факс: [44] (0) 131 452 8388
К счастью, сегодня мужчины доминируют в мире бизнеса не в такой степени, как раньше, однако, приводя цитаты из книг, написанных в 1970-х и 1980-х гг., я, естественно, не менял их язык с учетом современных реалий. В «Переговорах: Полный курс» я в свободном порядке чередовал местоимения «он» и «она», когда говорил о переговорщиках, не отдавая предпочтение первому, или использовал чудовищное «его или ее» при упоминании одного участника переговорного процесса, так как, на мой взгляд, «он/она» не выдерживает никакой критики.
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