The Yes Book by Clive Rich Summary
Overview of The Yes Book
Master negotiator Clive Rich reveals game-changing techniques from his 10 billion deal-making experience with Sony, Apple, and Simon Cowell. Did you know poor negotiation costs UK businesses 17 billion yearly? Transform confrontation into collaboration and unlock win-win outcomes in every conversation.
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Ключевые выводы
When "Winning" Means Losing: The Hidden Cost of Victory
Picture a business deal where you've crushed the competition, squeezed every dollar from the table, and walked away triumphant. Six months later, that same partner refuses to return your calls. Your "win" just cost you millions in future opportunities. This scenario plays out thousands of times daily in boardrooms worldwide, revealing a fundamental misunderstanding about modern negotiation. We're living through a seismic shift-from negotiation as warfare to negotiation as partnership-and those who haven't noticed are bleeding money and relationships. The world has fundamentally changed. With 5 billion mobile phones connecting us, social media giving voice to billions, and supply chains spanning continents, we're no longer isolated players. We're deeply interdependent. Technology has blurred industry lines so completely that hardware makers, software developers, and content creators now find themselves "in the same boat," forced to row together or sink separately. Meanwhile, economic power has shifted dramatically eastward, with BRICS nations driving nearly half of global growth. This isn't just background noise-it's the new reality where collaboration isn't noble, it's necessary for survival. Here's a staggering truth: the UK alone loses 17 billion annually through poor negotiation-roughly 9 million every working hour. Globally, that number balloons to $500 billion. Yet when executives are asked about improving profitability, better negotiation ranks only sixth in importance, trailing cost-cutting and marketing. This disconnect reveals what we might call the negotiation gap-a chasm between how critical negotiation has become and how little systematic training most people receive.
The Negotiation Gap and Your Attitude Arsenal
Your Hidden Aces: The Eleven Sources of Power
Rewiring Your Negotiation Brain for Success
The Seven-Stage Journey: Your Roadmap Through the Deal
Reading the Room: Behavior That Wins Deals
The New Deal Economy: Your Competitive Edge in an Interconnected World
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Разбейте ключевые идеи The Yes Book на понятные тезисы, чтобы понять, как инновационные команды создают, сотрудничают и растут.
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Выделите из The Yes Book быстрые подсказки для запоминания, подчёркивающие ключевые принципы открытости, командной работы и творческой устойчивости.
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Задавайте любые вопросы, выбирайте голос и совместно создавайте идеи, которые действительно находят у вас отклик.
Создано выпускниками Колумбийского университета в Сан-Франциско
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"It is great for me to learn something from the book without reading it."
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Создано выпускниками Колумбийского университета в Сан-Франциско
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
"Instead of endless scrolling, I just hit play on BeFreed. It saves me so much time."
"I never knew where to start with nonfiction—BeFreed’s book lists turned into podcasts gave me a clear path."
"Perfect balance between learning and entertainment. Finished ‘Thinking, Fast and Slow’ on my commute this week."
"Crazy how much I learned while walking the dog. BeFreed = small habits → big gains."
"Reading used to feel like a chore. Now it’s just part of my lifestyle."
"Feels effortless compared to reading. I’ve finished 6 books this month already."
"BeFreed turned my guilty doomscrolling into something that feels productive and inspiring."
"BeFreed turned my commute into learning time. 20-min podcasts are perfect for finishing books I never had time for."
"BeFreed replaced my podcast queue. Imagine Spotify for books — that’s it. 🙌"
"It is great for me to learn something from the book without reading it."
"The themed book list podcasts help me connect ideas across authors—like a guided audio journey."
"Makes me feel smarter every time before going to work"
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