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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
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The Yes Book summary
Clive Rich
The Art of Better Negotiation
14 mins
Brief summary
The Yes Book by Clive Rich challenges readers to embrace positivity and seize opportunities. Rich shares personal stories and practical tools to help readers develop positivity habits and overcome negativity bias.
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The Yes Book
Summary of 6 key ideas
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Key idea 1 of 6
The changing nature of business has transformed the style of successful negotiations.
Whether you’re working on a promotion for yourself or a deal on behalf of your company, bargaining skills are essential. There are a few central skills that will have you negotiating like a pro and you’re about to learn how to develop them.
But first, it’s important to understand how negotiating has transformed with time.
A successful negotiation used to be described as a process of wrestling your opponent into submission. For instance, when two warring nations would meet to agree on a peace treaty, the stronger military power of the two would essentially force the other into accepting their desires. The same was true for business negotiations when a large firm wanted to acquire a smaller one.
In the past, this approach has worked just fine for big businesses, since they tended to be less interdependent than they are today. Back then, forcing a rival or smaller partner out of the game might present a small setback – say, a financial loss in one quarter – but wasn’t sheer suicide.
But that’s all changed. Today, losing a business partner can cause long-term damage and serious financial loss.
That’s why current negotiations are all about satisfying every party involved. Just take firms like Apple and Coca-Cola, which produce, market and sell their products all over the world. This global presence means they’re more dependent on the cooperation of other firms such as materials suppliers or local marketing agencies.
Because of this, they must approach negotiations in an entirely new manner; they must strive for common ground and solutions that leave everyone feeling good. Instead of simply strong-arming others, they now have to sit down with smaller companies to gain access to their markets.
But that doesn’t mean bad negotiations are a thing of the past. It’s still important to actively prevent deals from going sour, and that all depends on the attitude you bring to the table – a concept you’ll learn about in the next blink.
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What is The Yes Book about?
The Yes Book (2013) is your guide to negotiating. These blinks explain how modern negotiating is all about cooperation and offer actionable advice that will keep you advancing your goals during each step of the bargaining process.
The Yes Book Review
The Yes Book (2022) by Clive Rich is a compelling guide that empowers readers to harness the power of a positive mindset and embrace opportunities in all aspects of life. Here's why this book is a must-read:
- Filled with practical strategies and thought-provoking exercises, it provides actionable tools to cultivate a "yes" attitude and overcome obstacles.
- By sharing inspiring stories of ordinary individuals who achieved extraordinary success through embracing positivity, the book offers relatable motivation.
- With its emphasis on personal growth and the importance of seizing opportunities, this book transcends the mundane, making personal development both enjoyable and fulfilling.
Who should read The Yes Book?
- Businesspeople
- Vendors, importers and exporters
- Dealmakers of all types
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The Yes Book FAQs
What is the main message of The Yes Book?
The main message of The Yes Book is the power of saying yes to opportunities and embracing positivity.
How long does it take to read The Yes Book?
The reading time for The Yes Book varies, but it typically takes several hours. The Blinkist summary can be read in just 15 minutes.
Is The Yes Book a good book? Is it worth reading?
The Yes Book is worth reading as it offers practical insights and techniques for embracing positivity and seizing opportunities.
Who is the author of The Yes Book?
The author of The Yes Book is Clive Rich.
What to read after The Yes Book?
If you're wondering what to read next after The Yes Book, here are some recommendations we suggest:
- The Bartering Mindset by Brian C. Gunia
- Negotiation Genius by Deepak Malhotra & Max H. Bazerman
- Do Hard Things by Steve Magness
- Presence by Amy Cuddy
- Either/Or by Soren Kierkegaard
- How to Win Friends & Influence People by Dale Carnegie
- Read People Like a Book by Patrick King
- How to Have Impossible Conversations by Peter Boghossian and James A. Lindsay
- The Wages of Destruction by Adam Tooze
- Ultralearning by Scott H. Young
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