The negotiation book : your definitive guide to successful negotiating

Format:

Book

Author/Creator:

Gates, Steve, Author.

Language:

English

Subjects (All):

Negotiation in business--Case studies.

Negotiation in business.

Physical Description:

1 online resource (232 pages)

Edition:

2nd edition

Place of Publication:

Chichester West Sussex United Kingdom Capstone/A Wiley Brand 2016

Language Note:

English

System Details:

text file

Summary:

Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book : Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage

Contents:

Cover

Title Page

Copyright

Contents

About the Author

Acknowledgments

Preface

Chapter 1 So You Think You Can Negotiate?

So What is Negotiation?

Why bother negotiating?

Proactivity and control

Becoming comfortable with being uncomfortable

The Need for Satisfaction

Negotiating versus selling

Personal Values

The case for collaboration

Honesty with Yourself

The four challenges we face

Key Takeaways

Chapter 2 The Negotiation Clock Face

The "engineering of variables"

Why are There So Many Different Ways To Negotiate a Deal?

How The Negotiation Clock Face Works

The negotiation environment

Bartering: 1 o'clock

Haggling/bidding: 2-3 o'clock

Hard bargaining: 4 o'clock

Dealing: 5-6 o'clock

Concession trading: 6-7 o'clock

Win-win: 8 o'clock

Partnership joint problem solving: 9-10 o'clock

Relationship building: 11-12 o'clock

Back to bartering (1 o'clock)

Exploring the reality of partnerships

Chapter 3 Why Power Matters

What Do We Mean by Power?

Why the balance of power matters

How Does Power Influence Negotiations?

Influencing factors

Chapter 4 The Ten Negotiation Traits

1. Nerve

Believe in your position, never offend, and always remain calm

2. Self-Discipline

To understand what to do, and to do that which is appropriate

3. Tenacity

The negotiator's equivalent to stamina

4. Assertiveness

Tell them what you will do, not what you won't do

5. Instinct

Trust it - you will be right more often than not

6. Caution

If it seems too good to be true, it probably is

7. Curiosity

Asking why because you want and need to know

8. Numerical Reasoning

Know what it's really worth, know what it really costs

9. Creativity

Exploring and building on possibilities

10. Humility.

It is people who make agreements and humility that breeds respect

Chapter 5 The Fourteen Behaviors that Make the Difference

The Fourteen Behaviors

1. Think clearly when faced with conflict

2. Do not allow your sense of fairness to influence behavior

3. Maintain your self-control, use silence, and manage discomfort

4. Open extreme yet realistically to shift their expectations

5. Read their break point

6. Listen and interpret the meaning behind the words

7. Plan and prepare using all information available

8. Question effectively

9. Always trade concessions effectively and conditionally

10. Apply analytical skills to manage the value of the deal as the negotiation unfolds

11. Create and maintain the appropriate climate for trust

12. Develop and use your agenda to help control the negotiation proceedings

13. Think creatively to develop proposals that help move the deal forward

14. Explore options to help gain agreement

Chapter 6 The "E" Factor

The Effect of Human Emotion on Negotiation

The role of emotion

Conscious Competent

Your Values

Emotional Intelligence

The Art of Losing

Managing the Emotional Need for Satisfaction

Trust, Tactics, and Emotions

Visible Emotion

Emotional ego

Chapter 7 Authority and Empowerment

Understanding Empowerment

How empowered are they?

Being disempowered

Fully empowered individuals can become very dangerous

Being partially empowered

Your Boss Can Be Your Worst Enemy

Who is in the background?

Gaining "in principle" agreements

Empowerment Within Team Roles

More than four

Getting Empowered Before you Start

Decision-Making Authority

Linking empowerment to accountability

Empowerment and Scope to Create Value

The importance of defining value.

Key Takeaways

Chapter 8 Tactics and Values

Recognizing the Process and the Gamesmanship in Play

A Question of Choices and Personal Style

Personal attributes

Risky attributes

What are Tactics?

When do tactics usually come into play?

Dealing with tactics and when to use them

Chapter 9 Planning and Preparation that Helps You to Build Value

Planning Creative Trade-Offs Which Realize Additional Value

Each and Every Deal is Unique

Understanding Value

The three dynamics of value

What do we mean by total value?

The Six Primary Variables

Working With Variables

Knowing What Variables You Have to Work With

Attaching triggers to variables

Risk as A Negotiable

Protecting the value

Accountability

Risk is different for different people

Managing compliance and performance?

Preparing to Manage Complexity

Exploring all possibilities

Taking your time and being patient

Being open to new ideas

Agreeing in principle

Changing the shape of the deal - repackaging

Planning from A Practical Perspective

The process

Trade-storming

Trade surveyor

Issue map

Agenda

The move planner

The record of offers

Final Thoughts

About The Gap Partnership

Free Exclusive Online Negotiation Profiler

About the Gap Partnership

Negotiation Development Programs

The Complete Skilled Negotiator

The Essential Negotiator

The Creative Negotiator

The Strategic Negotiator

Index

EULA.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Description based on print version record.

ISBN:

9781119155522

1119155525

9781119155515

1119155517

OCLC:

953121997