The Yes Book audiobook cover - The Art of Better Negotiation

The Yes Book

The Art of Better Negotiation

Clive Rich

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Categories:
Management & LeadershipCommunication Skills

If You're Curious About These Questions...

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Key Takeaways from The Yes Book

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The Yes Book
Evolution of Negotiation+
The Three Attitudes+
Assessing Your Position+
Preparation & Climate+
Bidding & Bargaining+
Behavior & Body Language+

Quiz — Test Your Understanding

Question 1 of 8
Why has the traditional negotiation style of forcing an opponent into submission become less effective in modern business?
  • A. Modern laws prevent aggressive negotiation tactics and monopolies.
  • B. Companies are more interdependent today, making long-term relationships and cooperation essential.
  • C. Smaller companies now generally have more financial resources than larger corporations.
  • D. Global markets have standardized prices, leaving less room for bargaining.
Question 2 of 8
According to the text, what does it mean to adopt a 'using' attitude in a negotiation?
  • A. Leveraging the other party's resources to expand the overall market value.
  • B. Entering the discussion with the assumption that you will inevitably lose the deal.
  • C. Attempting to reap all the benefits without conceding any demands to the other party.
  • D. Utilizing creative environments to manipulate the opposing party's emotions.
Question 3 of 8
What is the primary goal of a 'fuser' during a negotiation?
  • A. To create a bigger pie for everyone to share rather than just taking the biggest slice.
  • B. To seamlessly blend into the other company's corporate culture.
  • C. To confuse the opposing party by making an unexpectedly low initial bid.
  • D. To fuse multiple small demands into one non-negotiable ultimatum.
Question 4 of 8
How can being a smaller company actually be an advantage in a negotiation with a larger firm?
  • A. Smaller companies typically have exclusive access to local market data.
  • B. Smaller companies are exempt from certain strict corporate regulations.
  • C. Smaller companies tend to have more agility, flexibility, and adaptability.
  • D. Smaller companies can afford to take larger financial losses in the short term.
Question 5 of 8
Why did the advertising company Saatchi and Saatchi intentionally leave British Rail representatives in a dirty room with stale food?
  • A. To weaken their negotiating stamina and force a quick agreement.
  • B. To demonstrate exactly how the rail line's customers felt on a daily basis.
  • C. To prove that British Rail's budget was too low to afford premium services.
  • D. To test how the representatives would handle high-stress situations.
Question 6 of 8
Why is it generally recommended to ask the other party what they want before making your own bid?
  • A. It guarantees they will lower their initial asking price out of politeness.
  • B. It allows you to trick them into revealing their absolute bottom line.
  • C. It forces them to make the first concession in the bargaining phase.
  • D. It makes them feel heard and prevents them from feeling steamrolled.
Question 7 of 8
What advice does the book give regarding the final stages of closing a deal?
  • A. Always make one final concession as an act of goodwill to secure future business.
  • B. If the deal is ready to go, accept it flat out and avoid making final goodwill concessions.
  • C. Revisit your non-negotiable points to see if you can squeeze out a little more value.
  • D. Delay the final signature by a few days to show that you are not desperate.
Question 8 of 8
How should you adjust your body language and tone if the negotiation climate becomes explicitly hostile?
  • A. Maintain a warm, welcoming tone to de-escalate the tension.
  • B. Slump your shoulders to appear non-threatening and submissive.
  • C. Switch to a challenging tone and square your shoulders to show you aren't easy prey.
  • D. Immediately walk away from the table to show you won't tolerate disrespect.

The Yes Book — Full Chapter Overview

The Yes Book Summary & Overview

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.

Who Should Listen to The Yes Book?

  • Businesspeople
  • Vendors, importers and exporters
  • Dealmakers of all types

About the Author: Clive Rich

Clive Rich is a digital-media and entertainment lawyer, mediator, arbitrator and creator of the app Close my Deal, which helps people hone their negotiation skills.

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