Aram Donigian — цитаты

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milenat

8 ноября 2022 г., 19:37

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Military officers frequently fall prey to the concession trap. Farrukh, an Afghan, had opened a girls' school outside Baraki and was continually harassed by local Taliban leaders. Intelligence officers discovered that a known insurgent had made a call to Farrukh's cell phone. They seized the phone and found that Farrukh…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

11 ноября 2022 г., 18:18

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Implementing strategy 4: Build Trust First Avoid - Trying "to buy" a good relationship - Offering concessions to repair breaches of trust, whether actual or only perceived Instead - Explore how a breakdown in trust may have occurred and how to remedy it. - Make concessions only if they are a legitimate way to compensate…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 19:21

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Skilled in extremis negotiators never make arbitrary concessions in an effort to buy goodwill. Instead they build trust over time through incremental and reciprocal commitments.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 19:19

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When stakes and risks are at their highest, business and military leaders are often tempted to take the quick and easy path of trading resources for help. After all, a dangerous situation doesn't provide the time to develop a good working relationship or to fix whatever stands in the way of one. But making substantive…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 19:15

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Deal with relationship issues head-on. Make incremental commitments to encourage trust and cooperation.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 19:10

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Implementing Strategy 3: Elicit Genuine Buy-In Avoid - Threats: "You'd better agree, or else..." - Arbitrariness: "I want it because I want it." - Close-mindedness: "Under no circumstances will I agree to - or even consider - that proposal." Instead - Appeal to fairness: "What should we do?" - Appeal to logic and…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 19:03

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Upon his arrival in Afghanistan, Captain John Chang found that his company's Afghan National Army counterparts were regularly using threats, especially in dangerous or high-stakes contexts, to change the local population's behaviour. Chang knew enough about both Afghan culture and the Koran to understand the value the…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:41

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The effective in extremis negotiator recognizes that his objectives will almost always be better achieved if he elicits true buy-in rather than grudging compliance from the other side.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:40

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Threats and force have their place, especially in certain military situations.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:38

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Danger often tempts negotiators to play hardball, using coercion to make deals. That typically engenders resentment and leads to future conflict, making follow-on negotiations much more difficult.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:35

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Use facts and the principles of fairness, rather than brute force, to persuade others. Arm them with ways to defend their decisions to their critics, and create useful precedents for future negotiations.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:16

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Implementing Strategy 2: Uncover and Collaborate Avoid: - Making open-ended offers: "What do you want?" - Making unilateral offers: "I'd be willing to..." - Simply agreeing to (or refusing) the other side demands Instead: - Ask "Why is that important to you?" - Propose solutions for critique: "Here's a possibility - what…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 18:12

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The skilled in extremis negotiator focuses on turning negotiation into side-by-side problem solving rather than a test of wills.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 17:58

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As well as pressuring people to act fast, a threatening situation makes them want to look strong and more in control than they probably are. In this state of mind, negotiators tend to stake out extreme positions and make aggressive demands. Unfortunately, that almost always triggers or exacerbates resistance from the…

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On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 17:54

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Learn the other party's motivations and concerns. Propose multiple solutions and invite your counterparts to improve on them.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Селигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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milenat

8 ноября 2022 г., 17:07

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Business leaders today report feeling that they must constantly negotiate to extract complex agreements from people with power over industries or individual careers. Sensing that they're in continual danger makes them want to act fast, project control (even when they don't have any), rely on coercion, and defuse tension…

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Extreme Negotiations

Jeff Weiss, Aram Donigian, Jonathan Hughes

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milenat

8 ноября 2022 г., 16:57

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Negotiators in dangerous situations try to act fast to reduce the perceived level of threat. They often dive into discussions before they've fully assessed the situation, reacting to assumptions and gut feelings - and they tend not to test or revisit those assumptions. So business and military leaders alike end up…

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Extreme Negotiations

Jeff Weiss, Aram Donigian, Jonathan Hughes

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8 ноября 2022 г., 16:53

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Start by soliciting the other person's or group's point of view. Use what you learn to shape the objectives of the negotiation and to determine how you'll achieve them.

Extreme Negotiations

Jeff Weiss, Aram Donigian, Jonathan Hughes

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8 ноября 2022 г., 16:50

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...the most skilled among them (U.S. military officers serving in Afghanistan) rely on five highly effective strategies: (1) understand the big picture, (2) uncover hidden agendas and collaborate with the other side, (3) get genuine buy-in, (4) build relationships that are based on trust rather than fear, and (5) pay…

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Extreme Negotiations

Jeff Weiss, Aram Donigian, Jonathan Hughes

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milenat

8 ноября 2022 г., 16:40

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The perception of danger prompts business and military leaders to resort to the same kind of behaviour. Both commonly feel pressure to make rapid progress, project strength and control (especially when they have neither), rely on coercion rather than collaboration, trade resources for cooperation rather than get genuine…

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Extreme Negotiations

Jeff Weiss, Aram Donigian, Jonathan Hughes

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Цитаты из книг — Aram Donigian