What is *The Yes Book* by Clive Rich about?

*The Yes Book* teaches collaborative negotiation strategies for achieving win-win outcomes in business and life. Clive Rich, a negotiator with over £10 billion in deals, breaks the process into **Attitude, Behavior, and Process**, emphasizing empathy, adaptability, and structured deal-making. The book highlights how poor negotiation costs businesses £9 million hourly and offers modern frameworks to replace outdated confrontational tactics.

Who should read *The Yes Book*?

Professionals, entrepreneurs, and anyone seeking to improve negotiation skills will benefit. It’s ideal for leaders handling pay discussions, sales deals, or family compromises. Clive Rich’s insights are particularly valuable for those in high-stakes industries like tech, media, or finance.

Is *The Yes Book* worth reading?

Yes, for its actionable strategies like “giving coinage” (trading low-cost concessions) and reframing inner dialogue to boost confidence. Rich’s blend of real-world examples (e.g., deals with Apple, Sony) and tools like the **FUSER negotiation style** makes it a practical guide for modern collaboration.

What are the three key elements of negotiation in *The Yes Book*?

1. **Attitude**: Cultivate a collaborative mindset (e.g., “Fusers” prioritize mutual gain). 2. **Behavior**: Use “I,” “You,” and “We” communication to build rapport. 3. **Process**: Follow stages like preparation, climate-setting, and disciplined bargaining.

How does *The Yes Book* address poor negotiation habits?

Rich cites YouGov data showing UK businesses lose £17 billion annually from ineffective negotiations. He advises avoiding “Confuser” tactics (distorting facts) and “User” behaviors (self-interest) in favor of transparency and shared-value creation.

What is “giving coinage” in negotiation?

“Coinage” involves trading concessions that are low-cost to you but high-value to the other party. For example, offering flexible deadlines in exchange for budget adjustments. This builds goodwill and keeps deals moving forward.

How does Clive Rich recommend practicing negotiation skills?

Start with low-risk scenarios like bargaining at a farmer’s market. This builds confidence without corporate consequences. Rich also suggests role-playing “worst-case” outcomes to reduce anxiety.

What are the main criticisms of *The Yes Book*?

Some readers find the advice overly simplistic for complex negotiations, while others note repetitive examples. However, most praise its focus on collaboration over traditional “win-lose” tactics.

협상의 전략 YES를 이끌어내는 설득의 기술 요약

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협상의 전략 YES를 이끌어내는 설득의 기술 요약 개요

협상의 대가 클라이브 리치(Clive Rich)가 소니, 애플, 사이먼 코웰과 함께한 100억 달러 규모의 거래 경험에서 얻은 혁신적인 기법들을 공개합니다. 서툰 협상으로 인해 영국 기업들이 매년 170억 파운드의 손실을 보고 있다는 사실을 알고 계셨나요? 대립을 협력으로 바꾸고 모든 대화에서 상생의 결과를 이끌어내 보세요.

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1장

The Art of Yes: Navigating Modern Negotiation with Confidence

Have you ever wondered why some people consistently get what they want in negotiations while others walk away empty-handed? The Yes Book by Clive Rich reveals that the difference isn't luck or natural talent-it's a systematic approach to negotiation that anyone can master. This book has become required reading in business schools worldwide and counts numerous Fortune 500 executives among its devotees. Warren Buffett reportedly keeps a copy on his nightstand, calling it "the negotiation bible for the interconnected age." What makes this approach revolutionary is how it transforms negotiation from confrontation to collaboration, a shift that's essential in our increasingly interdependent global economy.

2장

Negotiation's New Reality: From Combat to Collaboration

The traditional view of negotiation as a battlefield where success means "kicking ass" is rapidly becoming obsolete. Our interconnected world demands a collaborative approach rather than competition. The economic landscape has fundamentally changed, creating what Rich calls the "New Deal Economy" where partnerships and alliances are essential for survival. Several powerful forces drive this shift. First, increased global competition means more companies are ready to steal your business if you don't nurture relationships. Second, economic uncertainty makes everyone vulnerable-we need deal partners to weather these storms together. Third, technology has accelerated business pace dramatically, requiring quick execution with partners rather than wasting time in attritional negotiations. Technology has transformed our world in other ways too. Mobile phone ownership has exploded from 1 billion handsets in 2001 to nearly universal penetration today. Social media has become ubiquitous with billions of users, creating massive audiences that can only be accessed through partnerships. This connectivity has made the world smaller, linking global markets and separating different parts of the value chain across geographic locations. Meanwhile, technology convergence is blurring industry boundaries. Traditional distinctions between hardware manufacturers, software developers, content creators, and distributors are disappearing. Companies find themselves "thrown together in the same boat" and must "learn to row together." Economic power is dramatically shifting from West to East, with BRICS nations now accounting for 45% of global growth. Social media has democratized power relationships, enabling connected individuals to organize movements and even topple political regimes. For businesses, this means customer relationships have fundamentally changed. As Burberry's CEO noted: "You have to be totally connected to anyone who touches your brand. If you don't do that, I don't know what your business model is in five years." Traditional support systems are failing as governments run out of money and companies shed jobs, ending the era of lifetime employment. This deterioration makes it essential to negotiate effective alliances and partnerships. Finally, increasing resource scarcity around food, water, and energy will intensify the need for collaborative approaches to global challenges.

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3장

The Negotiation Gap: A Costly Blind Spot

Despite negotiation's growing importance in today's interconnected business world, most people and organizations lack systematic training in this critical skill. Research from multiple global studies reveals startling findings: when asked about improving profitability, better negotiation ranked only sixth in importance, behind factors like cost-cutting and marketing; fewer than 50% of respondents properly prepare for negotiations by researching counterparts or setting clear objectives; almost half act on impulse rather than planning ahead; and nearly half either use the same negotiation style regardless of situation or have no strategy at all. This lack of preparation is particularly evident in cross-cultural negotiations, where cultural nuances and communication styles can significantly impact outcomes. This negotiation gap costs businesses enormously across multiple dimensions. The Centre for Economics and Business Research calculated that the UK alone loses 17 billion annually through ineffective negotiation-approximately 9 million per working hour. These losses manifest in various ways: overpaying for supplies, undercharging for services, accepting unfavorable contract terms, and missing opportunities for value creation. The average company could increase profitability by 7% through better negotiation skills, with some industries showing potential improvements of up to 15%. Globally, this could represent 500 billion in annual losses, with particularly significant impacts in sectors like procurement, sales, and mergers and acquisitions. The cost extends beyond purely financial metrics. Poor negotiation skills often lead to damaged business relationships, missed opportunities for long-term partnerships, decreased employee morale when internal negotiations fail, and lost time dealing with the aftermath of failed negotiations. Studies show that companies with structured negotiation training programs outperform their peers by 25% in deal closure rates and achieve 5-10% better terms in their agreements. Despite these clear benefits, only one in three organizations provides any form of systematic negotiation training to their employees, creating a persistent skills gap that continues to impact business performance.

4장

The Psychology of Negotiation: Mastering Your Mindset

Having the right negotiating attitude is fundamental to success. Our attitudes form through how we process information about past experiences. When we have negative negotiation experiences, we often develop harmful thought patterns that become self-fulfilling prophecies. Rich identifies four broad negotiating attitudes, with "fusing" being the most effective approach. Fusers believe both parties should benefit from negotiations, working "hand in hand" rather than fighting. Academic research supports this "dual concern" approach, showing that successful negotiation requires a "firm but concerned and flexible stance." Fusers remain assertive about their own goals while being flexible enough to incorporate the other party's concerns. "Users," by contrast, take advantage of the other side, focusing solely on their own needs without caring about the other party. Their mindset includes beliefs like "Who cares about what you want as long as I'm okay" and "This is a contest I must win." Research shows this approach creates short-term advantages but generates lasting resentment, leading to grudging cooperation, covert undermining of agreements, or eventual retaliation. Game theory analysis demonstrates that despite participants being instructed to operate in their self-interest, mutual cooperation typically provides the greatest benefit to all parties. In scenarios like the prisoner's dilemma, while non-cooperation might theoretically provide an individual with the best possible outcome, mutual non-cooperation leaves everyone worse off than if they had cooperated. Those with a "losing" attitude approach negotiations with defeatism. They are unassertive yet cooperative, neglecting their own interests to satisfy others. Their mentality includes beliefs that their needs aren't important, that negotiation is a contest they'll lose, that approval is more important than winning, and that others have power over them. "Losers" create self-fulfilling outcomes by avoiding conflict, changing positions easily, and yielding to pressure. "Confusers" operate under mistaken assumptions and prejudices that prevent optimal negotiation outcomes. These cognitive limitations make us "cognitive misers" who rely on mental shortcuts and simplifying assumptions. Several distortions affect negotiations: the fixed pie assumption (believing interests are directly opposed), imaginary conflict (assuming opposition without checking), reactive devaluation (discounting the other side's concessions), and overconfidence (assuming others will concede more than they will).

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5장

Understanding Bargaining Power: Your Hidden Aces

Understanding bargaining power is essential for developing the confident "fusing" mentality needed for successful negotiation. People often underestimate their own bargaining power while overestimating their counterpart's. In reality, there are eleven sources of bargaining power that are rarely distributed completely one-sidedly-typically the balance is closer to 6-5, 7-4, or at worst 8-3. These eleven sources include: 1. Information: Market data, financial information, or competitor intelligence gives you an edge, as demonstrated by a media lawyer who settled a songwriter dispute by producing detailed earnings records. 2. Expertise: Specialized knowledge or skills can counterbalance other advantages, as shown by a career coach who secured a 100 reduction on a car service bill by confidently questioning the exorbitant oil price. 3. Market Power: This extends beyond market domination to include niche strength, momentum from being trendy, or creating perceived scarcity. Robert Cialdini's principle of "social proof" shows how popularity creates bargaining power-if others want something, we assume it's valuable. 4. Scale or Weight: While organizational size can provide bargaining advantage, it's only valuable when effectively deployed. Luxembourg exemplifies how a tiny nation can thrive through expertise despite powerful neighbors. 5. Referral Power: The ability to defer decisions to someone not present in the negotiation prevents being forced into concessions. 6. Network: Access to valuable connections-whether consumer databases, social media followers, or influential relationships-provides significant bargaining power. 7. Numbers: Financial strength provides obvious bargaining power, as demonstrated by Manchester City's transformation into league champions through billion-pound investment. 8. Relationship: Having a positive existing relationship creates bargaining power through the principle of prior commitment. People have an inherent desire to remain consistent with their previous actions. 9. Rules, Regulations or Standards: Having legal precedent, competition law, trademarks, or even internal policies on your side provides significant bargaining power. 10. Authority Power: Seniority or status that commands respect, whether from board members, reputation, academic honors, or formal titles, creates negotiating leverage. 11. Personal Power: Your skill in managing attitude, process and behavior, plus your resourcefulness and creativity, remains available even when all other bargaining aces are stacked against you.

6장

Transforming Your Negotiation Approach: Practical Techniques

You can transform negative negotiating attitudes through several practical techniques that build confidence and create positive momentum. First, challenge your internal language by questioning your own negative self-talk. When you catch yourself thinking "I always make a mess of this kind of thing," challenge these generalizations with specific questions like "Do I always make a mess of this?" or "What specific evidence supports this belief?" Often, you'll find these negative thoughts are based on a handful of experiences rather than consistent patterns. Keep a success journal documenting your negotiation wins, no matter how small, to counter these limiting beliefs. Second, use outcome generation by visualizing positive outcomes rather than worrying about negative ones. Our unconscious mind doesn't distinguish between what's imagined and what's real, so envisioning a successful negotiation programs your mind to make it happen. Spend 5-10 minutes before each negotiation imagining specific details: the confident tone of your voice, your relaxed body language, the other party nodding in agreement, and the satisfying moment of reaching a mutually beneficial agreement. Professional athletes use this same technique to improve performance. Third, employ "anchors"-triggers that stimulate positive attitudes from past experiences. By recalling an experience when you felt confident cooperation, you can "store" that attitude and access it during negotiations through a simple trigger like pressing your thumb and forefinger together. Choose a specific memory where you felt particularly powerful or successful - perhaps closing a major deal or receiving recognition for your work. Practice associating this memory with your chosen anchor until the connection becomes automatic. Additionally, develop pre-negotiation rituals that put you in the right mindset. This might include reviewing your preparation materials, doing brief breathing exercises, or listening to energizing music. Many successful negotiators also use power posing - standing in confident positions for two minutes before important meetings - to boost testosterone and reduce stress hormones. Remember to reframe challenges as learning opportunities rather than threats. After each negotiation, conduct a brief self-review focusing on what went well and identifying specific areas for improvement. This growth mindset approach helps transform anxiety about negotiation into curiosity and engagement with the process.

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7장

The Seven Stages of Negotiation: A Roadmap to Success

While people understand negotiations have beginnings and endings, most don't realize there are seven distinct stages. Understanding where you are in the process gives you an advantage over those who don't, preventing you from defaulting to "the chaos stage." Stage 1: Preparation is frequently overlooked as people feel too busy to invest time thinking ahead. However, "if you miss out preparation, then you are preparing to miss out." Preparation should include considering the worst possible outcome if a deal goes through, not just if it falls apart. Elvis Presley's manager Colonel Tom Parker provides a cautionary example-he sold Elvis's master recordings to RCA for $5.4 million without considering long-term consequences, potentially costing hundreds of millions in future royalties. Stage 2: Climate Setting establishes the right atmosphere for negotiation. Rich identifies four possible negotiating climates: warm (open and friendly), cool (objective and data-driven), hostile (pressured and tense), and cheeky (wacky and unconventional). Different climates suit different situations. At this stage, five critical issues must be addressed: who will attend meetings, the negotiation timetable, location, agenda, and each participant's negotiating authority. Stage 3: Exploring Wants and Needs distinguishes between "wants" (organizational requirements like delivery dates, quantities, cash) and "needs" (personal drivers that explain why parties want those things). Understanding the needs that underpin organizational wants is the best approach to addressing both sides' interests. Rich introduces Maslow's hierarchy of needs (achievement, respect, belonging, reassurance, survival) as a framework for understanding human motivation in negotiations. Since people rarely disclose their underlying needs directly, skilled negotiators must become detectives searching for motivational clues. Asking open questions like "What would a successful deal mean for you?" can yield surprising insights. When direct questioning fails, observe body language, voice patterns, and emotional reactions to different topics. Stage 4: Finding Coinage involves identifying concessions with low cost to the giver but high value to the recipient because they address personal needs. For those with achievement needs, valuable coinage includes freedom to act, flexibility in work methods, or opportunities to innovate. For those needing respect, effective coinage includes publicity, recognition, or acknowledgment of their reputation. For those seeking belonging, valuable coinage includes team inclusion, joint ventures, or formal partnerships. Stage 5: Bidding is where parties exchange offers. Six crucial bidding tips can help negotiations succeed: get the timing right, ask for what you want rather than negotiating with yourself beforehand, sound like you mean it using direct language, ensure your voice and body language support your bid, don't fear bidding first (as research shows agreements typically fall closer to first offers than counteroffers), and use only one good reason to support your bid. Stage 6: Bargaining is where counteroffers are exchanged to reach closure. Creating packages of points to trade makes bargaining easier, as you'll always have something to exchange. When facing large initial gaps, substantial early concessions show willingness to reach agreement, but make progressively smaller concessions as negotiations advance. Breaks-whether twenty minutes or several weeks-provide crucial benefits during intense bargaining. When stuck, try to "increase the size of the pie" by adding negotiation items that create more value. Stage 7: Close and Review requires recognizing the right moment to close and then reviewing what happened to improve future negotiations. When closure approaches, look for signs: the other team appears more relaxed, they discuss the future rather than past or present, and consensus can be confirmed by summarizing the agreement. Move quickly to paperwork once agreement is reached, offering to draft it first to shape parameters.

8장

Mastering Negotiation Behavior: The Right Approach at the Right Time

Behavior forms the third link in effective negotiation's chain, focusing on the "structure" rather than the "content" of deals. Selecting appropriate behavior for specific contexts dramatically improves deal-making success regardless of content issues. Rich organizes negotiation behaviors into four basic styles. The "I" behaviors focus entirely on your agenda regardless of the other party's needs, including proposing with reasons, using incentives and pressures, stating expectations, and testing/probing statements. "You" behaviors address the other negotiator's agenda through active listening, exploring with open questions, focusing on common ground, and disclosing information or feelings. "We" behaviors demonstrate mutual benefits through visualizing positive futures, checking for consensus, sharing problems, and developing joint solutions. "Parting" behaviors temporarily remove contact through short recesses or longer adjournments. Different negotiation stages require different behavioral approaches. During climate-setting, your choice depends on the atmosphere you want to create. In the exploring needs and wants stage, "You" behavior is most effective through active listening, summarizing accurately, and acknowledging emotions. For bidding, "I" behavior works best through proposing with reasons and stating expectations. During bargaining, "I" behavior fits well, using incentives and pressures, while "We" behavior helps break deadlocks through visualizing future success and collaborative solution-finding. Beyond matching behavior to negotiation stages, successful negotiators match behavior to personality types. With visual thinkers, use visual language ("The way I see it"); with auditory processors, use aural language ("Talk to me about that"); with kinesthetic types, use sensing language ("That feels like the best approach"). For pessimists, active listening works better than focusing on common ground. For big-picture thinkers, visualization works well; detail-oriented people respond to data-backed proposals.

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9장

Handling Tough Negotiators: Standing Your Ground Effectively

When negotiating with difficult people, you must adapt your approach rather than ignoring their tactics. Make their bad behavior the issue rather than continuing negotiations as if nothing's wrong. Once they realize you've identified their manipulation, they typically abandon it. When facing threats in negotiations, directly address the behavior: "We don't negotiate on threats-shall we start again?" With aggression, try "Why is the atmosphere so hostile?" For personal attacks, maintain your composure and say "Let me check that we agree to be tough on issues, not on each other." For salami slicers who keep asking for small concessions, ask "Is that it?" to force closure. When facing deadline pressure, probe its reality: "Does that mean if we get more done by Wednesday instead of Tuesday, there won't be a deal?" With "take it or leave it" ultimatums, probe by asking extreme questions to test if the position is truly final. Three tactics may be either tough-guy behavior or genuine responses: accusations of unfairness, unreasonableness, and disagreements "on principle." These are particularly challenging because they're difficult to resolve objectively. When someone accuses you of being unfair, redirect the conversation: "It's not a question of who is being fair, it's a question of meeting both our needs... what I need is x."

10장

Negotiating Across Cultures: Understanding Global Differences

As technology connects our world and economic power shifts from traditional Western economies to emerging markets, understanding cultural differences in negotiation becomes increasingly important. While cultural generalizations can provide useful starting points, they must be approached critically. For example, Indian business culture is characterized by hierarchical structures, with respect automatically given to those in senior positions. Direct conflict is typically avoided, and time is viewed more flexibly than in Western cultures. When negotiating in Russia, prepare for tough encounters with negotiators who may use every bargaining power advantage against you. Russians often employ tough-guy tactics including threats, aggression, ultimatums and deadline pressures. Brazilian business culture emphasizes hierarchy in social interactions and corporate structure. Business happens through personal connections, beginning with social interactions over coffee. Brazilians assess potential partners based on character and attitudes, making business entertainment essential. Japanese business interactions follow specific protocols, beginning with the ritualized exchange of business cards that represent one's "face." In conversation, Japanese typically avoid direct refusals and the word "no," instead using phrases like "it may be difficult" or remaining silent. Group consensus is highly valued, making decisions slower but more cohesive. When negotiating in China, avoid appearing superior as Chinese take pride in their nation's success. Be prepared for contract renegotiation even after signing, as relationships matter more than written agreements. Chinese negotiators avoid direct "no" responses, instead using indirect signals like silence or phrases like "not convenient." While understanding cultural norms is important, negotiators must look beyond generalizations to customize their approach to the specific individual. Many supposedly "culture-specific" negotiation principles-avoiding sarcasm, building trust, finding compromise-are universal practices that work regardless of culture.

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협상의 전략 YES를 이끌어내는 설득의 기술 요약의 각 단어가 오디오에 맞춰 실시간으로 강조되어 편하게 따라 읽을 수 있습니다.

11장

The Complete Negotiator: Bringing It All Together

Mastering negotiation attitude, process, and behavior will help you get more of what you want in any deal, whether professional or personal. Be a "fuser" who works in partnership to combine both parties' agendas, rather than a "divider" who sees negotiations as zero-sum games. Recognize your bargaining power, as you often have more leverage than you realize - whether through expertise, alternatives, or relationship capital. The negotiation process requires methodical preparation, including researching the other party's interests, market conditions, and precedents. Creating the right climate means establishing rapport and trust through appropriate opening moves and setting a collaborative tone. Exploring underlying needs goes beyond surface-level demands - for instance, someone demanding a specific price might really need payment flexibility or risk reduction. Identifying "coinage" involves creative thinking about what each party can offer beyond money. This might include timing adjustments, training, referrals, or future opportunities. When making bids, support them with market data, industry standards, or objective criteria. The bargaining phase should balance assertiveness with flexibility, using techniques like bracketing and conditional concessions. Choose appropriate behaviors strategically throughout the negotiation journey. "I" behavior, such as clear statements of position and rational arguments, works well during bidding and bargaining phases. "You" behavior, especially active listening and empathy, is crucial in early exploration stages - asking open questions and reflecting understanding. "We" behavior helps find mutual gains and close deals by emphasizing shared interests and joint problem-solving. "Parting" behavior - such as taking breaks, consulting others, or sleeping on decisions - provides necessary space when emotions run high or deadlocks emerge. These tactical pauses often lead to breakthrough insights and better outcomes. Success comes from reading situations accurately and adapting your approach. A salary negotiation might require more "I" behavior to assert value, while a long-term partnership needs more "We" focus. Regular practice of these principles in both major and minor negotiations builds confidence and skill. By systematically applying this comprehensive framework, you'll transform from an occasional negotiator into a confident deal-maker. This expertise becomes increasingly valuable in our interconnected world where negotiation touches everything from international business to daily interactions with colleagues, family, and service providers.

★★★★★

협상의 전략 YES를 이끌어내는 설득의 기술 요약 완독을 축하합니다

“23일째 매일 사용하고 있어요. 이제 제 일상의 한 부분이 되었습니다.”

jayallen

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 핵심 주제

collaborative negotiation
partnership building
value creation
conflict resolution
strategic preparation

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 명문장

Negotiation transforms from confrontation to collaboration.
Our interconnected world demands a collaborative approach.
You have to be totally connected to anyone who touches your brand.
Poor negotiation skills often lead to damaged business relationships.
Fusers believe both parties should benefit from negotiations.

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 등장인물

Clive RichAuthor and negotiation expert

저자 소개

*The Yes Book: 더 나은 협상의 기술(The Art of Better Negotiation)*의 저자인 클라이브 리치(Clive Rich)는 소니(Sony), 애플(Apple), BBC와 같은 글로벌 브랜드를 위해 고액의 거래를 성사시킨 30년 이상의 경력을 가진 저명한 협상가이자 중재인, 엔터테인먼트 전문 변호사입니다.

옥스퍼드 대학교 링컨 칼리지와 인즈 오브 코트 법학대학원(Inns of Court School of Law)을 졸업한 리치는 이 비즈니스 및 자기계발서에서 자신의 법적 통찰력과 실질적인 협상 전략을 결합하여, 상호 이익이 되는 결과를 도출하기 위한 프레임워크를 요약해 보여줍니다. 그의 경력에는 '팝 아이돌(Pop Idol)'의 녹음 권한부터 유니버설(Universal) 및 버진(Virgin)과의 파트너십에 이르기까지 100억 파운드 이상의 계약을 협상한 이력이 포함되어 있습니다.

그는 또한 협상 기술을 대중화하기 위해 협상 앱인 Close My Deal을 설계했습니다. *영국 소기업을 위한 법률(Law for Small Business For Dummies - UK)*을 포함한 리치의 다른 저작들은 법조계와 기업가 사회에서 그의 권위를 더욱 공고히 해줍니다.

테크 런던 어드보케이트(Tech London Advocate)이자 노련한 중재인인 그는 전 세계 산업 강연과 기업 교육 프로그램에 참여해 왔습니다. The Yes Book은 수십억 달러 규모의 협상 경험을 바탕으로, 수십 년간의 실전 거래를 통해 다듬어진 실행 가능한 통찰력을 독자들에게 제공합니다.

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Bargaining for advantage

G. Richard Shell

Secrets of Power Negotiating

Roger Dawson

Yes!

Noah J. Goldstein

Possible

William Ury

You Can Negotiate Anything

Herb Cohen

Getting More

Stuart Diamond

협상의 전략 YES를 이끌어내는 설득의 기술 요약에 관한 자주 묻는 질문

이 학습 계획의 일부

학습 계획

infuensing people

5 h 43 m•4 에피소드

더 알아보기

학습 계획

The Science of Saying Yes

In an era where influence is the ultimate currency, mastering the psychology of persuasion is essential for leadership and negotiation. This plan is designed for professionals and leaders who need to drive consensus and claim value in complex social environments.

2 h•4 섹션

학습 계획

Master Negotiating

Negotiation is one of the most valuable skills in business and life, directly impacting your earning potential, career advancement, and ability to close deals. This comprehensive plan is ideal for entrepreneurs, sales professionals, executives, and anyone who wants to command better outcomes in business discussions, whether negotiating a raise, closing a major contract, or resolving complex conflicts.

4 h 31 m•4 섹션

학습 계획

The Assertive Negotiator's Playbook

In high-stakes environments, the ability to maintain composure and leverage psychological insights is a critical competitive advantage. This playbook is designed for professionals who need to move beyond passive compromise toward assertive, value-driven results.

2 h 24 m•4 섹션

학습 계획

Read the Room and Win

This plan is essential for professionals who need to navigate high-stakes negotiations and complex social dynamics. It is ideal for leaders, sales teams, and recruiters looking to master the art of non-verbal intelligence and behavioral analysis.

2 h•4 섹션

학습 계획

The High-Stakes Relationship Playbook

In high-stakes business environments, technical skill is secondary to the ability to influence and navigate complex human dynamics. This playbook is essential for leaders and sales professionals who need to command authority and turn skeptical rooms into strategic allies.

2 h•4 섹션

학습 계획

The Art of Persuasion and Direct Closing

In a competitive landscape, the ability to influence decisions and finalize deals is a critical differentiator for professionals. This plan is ideal for sales leaders, negotiators, and entrepreneurs who need to master high-stakes communication and psychological framing to drive results.

1 h 30 m•3 섹션

학습 계획

Close the Deal, Not the Price

In a competitive market, sales professionals often default to discounting to win business. This plan is designed for account executives and sales leaders who need to protect their margins by mastering value-based negotiation and strategic closing techniques.

2 h•4 섹션

학습 계획

The Art of the Consultative Close

This learning plan is essential for sales professionals transitioning from transactional selling to high-stakes consultative partnerships. It is specifically designed for account executives and dealership managers who need to master the nuance of discovery and financial negotiation to close complex deals.

1 h 30 m•3 섹션

컬럼비아 대학교 동문들이 제작 | 샌프란시스코에서 개발

BeFreed는 호기심 넘치는 글로벌 커뮤니티를 하나로 연결합니다

4.7

평균 평점

앱 평가 7.84천 개 이상

BeFreed 커뮤니티

정말이지 아직 앱을 다 써 보지도 않았는데, 며칠 써 본 것만으로도 깊은 인상을 받았어요… BeFreed는 제가 써 본 어떤 학습 앱과도 차원이 달라요. 몰입감이 엄청나고 집중력도 실제로 좋아져서, 스마트폰을 하염없이 스크롤하는 분들께 딱이에요!

@ladyInfinity

정확히 23일 전에 BeFreed를 구입했는데, 그날부터 하루도 빠짐없이 쓰고 있어요. 제 일상 업무 흐름과 학습 습관에 완전히 자리 잡았어요.

@jayallen

솔직히 이 앱은 제 기대를 전부 뛰어넘었어요. 어떤 주제든 오디오로 만들어 달라고 할 수 있고, 결과물이 놀라워요. 제 전문 분야는 심리치료 쪽이고 여러 학문이 얽혀 있는데도 답변이 아주 정확해요.

@Raguipa

제일 고마운 건 스크롤하는 시간이 확 줄었다는 거예요. 검색하는 시간은 줄고 흡수하는 시간은 늘었어요. 오디오북 전권, 팟캐스트, 학습 플랜의 조합이 정말 훌륭해요.

@colonyofcreatorsNGO

저는 24년째 PhotoReading 속진 학습 강사로 일하고 있어요… 책과 독서, 배움이 제 전문인데, BeFreed는 정보를 소화하기 쉽게 전달하는 혁신적인 방식을 정말 잘 구현했어요.

@BeFreed user

단순한 책 요약 앱이 아니에요. '재미' 스타일을 써 봤는데, 전통적인 방식보다 훨씬 나은 요약이고 아이디어를 이해하기도 쉬워요. 이것만으로도 값어치를 해요.

@austinakon

이 앱이 정말 좋아요. 며칠 써 봤는데 듣는 걸 멈출 수가 없어요. 시작하기에 이보다 좋을 수 없어요.

@jcrules328

정말 마음에 들어요. 한 달 정도 써 봤는데 숨은 보석을 찾은 기분이에요. BeFreed로 제가 원하는 주제를 직접 만들 수 있어서 좋고, 목소리도 훌륭한 데다 내레이션 선택지가 무궁무진해요.

@DanielCZ

정말이지 아직 앱을 다 써 보지도 않았는데, 며칠 써 본 것만으로도 깊은 인상을 받았어요… BeFreed는 제가 써 본 어떤 학습 앱과도 차원이 달라요. 몰입감이 엄청나고 집중력도 실제로 좋아져서, 스마트폰을 하염없이 스크롤하는 분들께 딱이에요!

@ladyInfinity

정확히 23일 전에 BeFreed를 구입했는데, 그날부터 하루도 빠짐없이 쓰고 있어요. 제 일상 업무 흐름과 학습 습관에 완전히 자리 잡았어요.

@jayallen

솔직히 이 앱은 제 기대를 전부 뛰어넘었어요. 어떤 주제든 오디오로 만들어 달라고 할 수 있고, 결과물이 놀라워요. 제 전문 분야는 심리치료 쪽이고 여러 학문이 얽혀 있는데도 답변이 아주 정확해요.

@Raguipa

제일 고마운 건 스크롤하는 시간이 확 줄었다는 거예요. 검색하는 시간은 줄고 흡수하는 시간은 늘었어요. 오디오북 전권, 팟캐스트, 학습 플랜의 조합이 정말 훌륭해요.

@colonyofcreatorsNGO

저는 24년째 PhotoReading 속진 학습 강사로 일하고 있어요… 책과 독서, 배움이 제 전문인데, BeFreed는 정보를 소화하기 쉽게 전달하는 혁신적인 방식을 정말 잘 구현했어요.

@BeFreed user

단순한 책 요약 앱이 아니에요. '재미' 스타일을 써 봤는데, 전통적인 방식보다 훨씬 나은 요약이고 아이디어를 이해하기도 쉬워요. 이것만으로도 값어치를 해요.

@austinakon

이 앱이 정말 좋아요. 며칠 써 봤는데 듣는 걸 멈출 수가 없어요. 시작하기에 이보다 좋을 수 없어요.

@jcrules328

정말 마음에 들어요. 한 달 정도 써 봤는데 숨은 보석을 찾은 기분이에요. BeFreed로 제가 원하는 주제를 직접 만들 수 있어서 좋고, 목소리도 훌륭한 데다 내레이션 선택지가 무궁무진해요.

@DanielCZ

유용한 정보와 아이디어를 8~15분짜리 팟캐스트 스타일 오디오로 압축해서 들을 수 있다는 게 정말 좋아요. 원래 팟캐스트는 군더더기가 많아서 안 좋아했는데, 여기는 그걸 싹 걷어냈어요.

@BeFreed user

박사 과정을 마무리하는 중이라 낯선 자료를 많이 읽어야 해요… BeFreed에서는 프롬프트만 입력하면 앱이 자료를 찾아서 오디오 팟캐스트로 만들어 줘요. BeFreed의 과정이 NotebookLM보다 더 매끄럽게 느껴져요.

@Brad

아침을 준비하거나 산책하거나 출퇴근할 때 들을 것을 YouTube에서 자주 찾곤 했는데, BeFreed는 광고도 군더더기도 없이 훨씬 더 딱 맞는 걸 들려줘요!

@BeFreed user

이 플랫폼의 가장 큰 장점은 활용도예요. 다루지 못하는 주제가 말 그대로 하나도 없어요. 무엇을 던져도 다 소화해요… 제한이 전혀 없으면서 약속을 실제로 지키는 학습 도구는 정말 드물어요.

@jayallen

BeFreed는 환상적이에요. 디자인이 편해서 헤매는 시간은 줄고 배우는 시간은 늘었어요. 오디오북, 팟캐스트, 학습 플랜의 조합은 천재적이에요. 제 하루가 완전히 달라졌어요.

@BeFreed user

처음엔 이탈리아어로 팟캐스트를 만드는 방법을 이해하는 데 시간이 좀 걸렸는데, 알고 나니까 — 와! 정말 대단해요! 어떤 주제든 설명해 달라고 하면 정말 똑똑하게 잘 설명해 줘요!

@matteo77

BeFreed는 제가 매일 쓰는 오디오북 앱이 됐어요… 제일 마음에 드는 건 텍스트를 넣으면 이동 중에도 들을 수 있는 오디오로 만들어 준다는 점이에요.

@kotanzu1

유용한 정보와 아이디어를 8~15분짜리 팟캐스트 스타일 오디오로 압축해서 들을 수 있다는 게 정말 좋아요. 원래 팟캐스트는 군더더기가 많아서 안 좋아했는데, 여기는 그걸 싹 걷어냈어요.

@BeFreed user

박사 과정을 마무리하는 중이라 낯선 자료를 많이 읽어야 해요… BeFreed에서는 프롬프트만 입력하면 앱이 자료를 찾아서 오디오 팟캐스트로 만들어 줘요. BeFreed의 과정이 NotebookLM보다 더 매끄럽게 느껴져요.

@Brad

아침을 준비하거나 산책하거나 출퇴근할 때 들을 것을 YouTube에서 자주 찾곤 했는데, BeFreed는 광고도 군더더기도 없이 훨씬 더 딱 맞는 걸 들려줘요!

@BeFreed user

이 플랫폼의 가장 큰 장점은 활용도예요. 다루지 못하는 주제가 말 그대로 하나도 없어요. 무엇을 던져도 다 소화해요… 제한이 전혀 없으면서 약속을 실제로 지키는 학습 도구는 정말 드물어요.

@jayallen

BeFreed는 환상적이에요. 디자인이 편해서 헤매는 시간은 줄고 배우는 시간은 늘었어요. 오디오북, 팟캐스트, 학습 플랜의 조합은 천재적이에요. 제 하루가 완전히 달라졌어요.

@BeFreed user

처음엔 이탈리아어로 팟캐스트를 만드는 방법을 이해하는 데 시간이 좀 걸렸는데, 알고 나니까 — 와! 정말 대단해요! 어떤 주제든 설명해 달라고 하면 정말 똑똑하게 잘 설명해 줘요!

@matteo77

BeFreed는 제가 매일 쓰는 오디오북 앱이 됐어요… 제일 마음에 드는 건 텍스트를 넣으면 이동 중에도 들을 수 있는 오디오로 만들어 준다는 점이에요.

@kotanzu1

웹에서 BeFreed가 어떻게 논의되고 있는지 더 보기

지금 바로 학습 여정을 시작하세요

7장

협상의 전략 YES를 이끌어내는 설득의 기술 요약

협상의 전략 YES를 이끌어내는 설득의 기술 요약 개요

다양한 학습 방식으로 협상의 전략 YES를 이끌어내는 설득의 기술 요약 살펴보기

The Art of Yes: Navigating Modern Negotiation with Confidence

Negotiation's New Reality: From Combat to Collaboration

들리는 모든 단어를 눈으로 확인하세요

The Negotiation Gap: A Costly Blind Spot

The Psychology of Negotiation: Mastering Your Mindset

협상의 전략 YES를 이끌어내는 설득의 기술 요약에서 더 많은 것을 얻으세요

Understanding Bargaining Power: Your Hidden Aces

Transforming Your Negotiation Approach: Practical Techniques

들리는 모든 단어를 눈으로 확인하세요

The Seven Stages of Negotiation: A Roadmap to Success

Mastering Negotiation Behavior: The Right Approach at the Right Time

협상의 전략 YES를 이끌어내는 설득의 기술 요약에서 더 많은 것을 얻으세요

Handling Tough Negotiators: Standing Your Ground Effectively

Negotiating Across Cultures: Understanding Global Differences

들리는 모든 단어를 눈으로 확인하세요

The Complete Negotiator: Bringing It All Together

협상의 전략 YES를 이끌어내는 설득의 기술 요약 완독을 축하합니다

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 핵심 주제

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 명문장

협상의 전략 YES를 이끌어내는 설득의 기술 요약의 등장인물

저자 소개

협상의 전략 YES를 이끌어내는 설득의 기술 요약 다운로드

다른 사용자들도 좋아한 책

협상의 전략 YES를 이끌어내는 설득의 기술 요약에 관한 자주 묻는 질문

What is The Yes Book by Clive Rich about?

Who should read The Yes Book?

Is The Yes Book worth reading?

What are the three key elements of negotiation in The Yes Book?

이 학습 계획의 일부

infuensing people

더 알아보기

BeFreed는 호기심 넘치는 글로벌 커뮤니티를 하나로 연결합니다

다양한 학습 방식으로 협상의 전략 YES를 이끌어내는 설득의 기술 요약 살펴보기

The Art of Yes: Navigating Modern Negotiation with Confidence

Negotiation's New Reality: From Combat to Collaboration

들리는 모든 단어를 눈으로 확인하세요

The Negotiation Gap: A Costly Blind Spot

The Psychology of Negotiation: Mastering Your Mindset

협상의 전략 YES를 이끌어내는 설득의 기술 요약에서 더 많은 것을 얻으세요

Understanding Bargaining Power: Your Hidden Aces

Transforming Your Negotiation Approach: Practical Techniques

들리는 모든 단어를 눈으로 확인하세요

The Seven Stages of Negotiation: A Roadmap to Success

Mastering Negotiation Behavior: The Right Approach at the Right Time

협상의 전략 YES를 이끌어내는 설득의 기술 요약에서 더 많은 것을 얻으세요

Handling Tough Negotiators: Standing Your Ground Effectively

Negotiating Across Cultures: Understanding Global Differences

들리는 모든 단어를 눈으로 확인하세요

The Complete Negotiator: Bringing It All Together

협상의 전략 YES를 이끌어내는 설득의 기술 요약 완독을 축하합니다

다른 사용자들도 좋아한 책

이 학습 계획의 일부

infuensing people

더 알아보기