Learn the key ideas of the book by Mala Subramaniam

Beyond Wins

Taking inspiration from oriental wisdom to help close a deal

Any business relationship is built one discussion at a time, and through a long series of negotiations. We must bear in mind that a good negotiator does not aim to get the better of the other person, or “win against them”, rather, he strives to ensure that everyone's goals are achieved, so as to ensure that he can count on that same person in the future. In her book "Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations, "Mala Subramaniam,  illustrates the best techniques for handling negotiations with a clear and open mind.

Beyond Wins
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IDEA CHIAVE 1/9

To be successful in the business world, everyone needs to know how to negotiate and above all, they should learn not to feel guilty about doing it: not only do the rules of business facilitate it, but they require it

In the business world, is there anyone who can avoid negotiating altogether? At one point or another, everyone needs something from someone else so that they can complete the job in hand. Basically, nobody works in a vacuum: support of some kind is always required, either from inside or outside a company, to complete even the simplest tasks, and help always comes at a cost.

Many of the professionals who have personal contact with their clients on a daily basis don’t realise that their interactions are negotiating exercises, and even if they do know a few techniques to ensure success in this area, they often feel uncomfortable applying them.

The best strategies are those that are simple and appear harmless. Let’s take for example the “4Ps” strategy:

  • identify the Problem, which is the situation that needs negotiating;
  • the Process, which begins with definition of the problem and ends with an agreement;
  • the People involved, whether directly or indirectly;
  • the Parameter, which is the boundary that influences decisions, such as budget, and that allows you to approach each discussion with the right mindset.

Organised thinking and a systematic approach are key, and work even better when you strive to be kind and productive: being courteous at all times ensures that discussions run smoothly. Until the negotiation is concluded, and results have been obtained, no business relationship is sustainable.

  

The key ideas of "Beyond Wins"

01.
To be successful in the business world, everyone needs to know how to negotiate and above all, they should learn not to feel guilty about doing it: not only do the rules of business facilitate it, but they require it
02.
Winning the battle does not mean winning the war: completing a project at all costs does not make a person successful, and puts long-term success at risk
03.
The client-consultant relationship: a two-way exchange in which every request requires an effort on both parts
04.
The art of negotiation is like a tailored suit, which is made as a result of clear explanation and careful listening: both parties need to get the measure of each other, and they must be attentive to cultural differences
05.
Negotiating means communicating effectively until a common solution is reached: the only way to achieve optimum results
06.
Before opening a negotiation, you must be clear about what your intentions are, any doubts on this issue can turn into cracks in the relationship
07.
During a negotiation, use clear language and be prepared
08.
Quotes
09.
Take-home message
 
 
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