Say Less, Get More

Fotini Iconomopoulos

Say Less, Get More

20min

20min

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Every day, we face situations that require us to negotiate, so we need to learn to do so in the most effective way possible, in order to increase our chances of getting what we want. As an entrepreneur, consultant, and expert in negotiations and communication, Fotini Iconomopoulos is the perfect person to teach us all the strategies we need to become skilled negotiators. Say Less, Get More is a practical guide to navigating this seemingly little-known and unfathomable craft, and to gaining the awareness necessary to identify, pursue, and achieve our objectives, without getting lost in the small talk.

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Analysis and key concepts

01.

Negotiation is everywhere, but for many people, it is a source of stress

02.

Imitating is not an effective option: as negotiators, we need to find our own voice and style

03.

Overcoming our fear of negotiation: taking a break can help keep anxiety and fear at bay

04.

There are two types of negotiation: competitive and collaborative

05.

In order to negotiate, our batteries need to be fully charged, and remember that real power and perceived power are two different things

06.

Biases that can influence negotiations: the endowment effect, and prejudices

07.

Balance and calm allow us to negotiate to the best of our ability, which is why we need to be aware of our strengths and weaknesses

08.

Interests and proposals are not the same thing, and there can be more than one proposal that satisfies the underlying interests

09.

When preparing for a negotiation, we should make a list, go through every point, and stop to reflect on each of them

10.

Starting the negotiation first may be an advantage, but sometimes it is better to let the other party make the first move

11.

Conducting a collaborative negotiation: identify issues, study, and brainstorm

12.

Quotes

13.

Take-home message

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Many useful tips to:

  • Learn to assess our position, and that of our opponent, at the start of a negotiation.
  • Communicate effectively in any scenario, in order to reach an agreement.
  • Improve interpersonal and professional relationships.

For several years, Fotini Iconomopoulos worked in small retail businesses, and then went on to pursue a career in consultancy. An expert in communication, leadership, negotiation tactics, and conflict management, she now teaches in the MBA Negotiations programme at the Schulich School of Business at York University, Toronto. She received the Greek America Foundation Top 40 Under 40 award for her achievements, and philanthropic work. Her company, Forward Focusing, helps clients define strategies to achieve their business targets.

Publishing house:

Collins

Year:

2022

Pages:

336

ISBN:

978-1443464581