The everyday negotiator : 50 practical negotiation tactics for work and life / Michael R. Carrell & Christina Heavrin.

Format:

Book

Author/Creator:

Carrell, Michael R.

Contributor:

Heavrin, Christina.

Language:

English

Subjects (All):

Negotiation.

Negotiation in business.

Physical Description:

1 online resource (212 p.)

Edition:

1st ed.

Place of Publication:

Amherst, Mass. : HRD Press, c2004.

Language Note:

English

Summary:

Never again pay the sticker price, accept what is given or engage in an unproductive argumentÂÂ-when you could negotiate the outcome you really want. With The Everyday Negotiator, even beginners can learn to understand the negotiation process and how to use it in everyday, real-life situations. Practical tactics for work and life. The author presents two practical negotiation models: A quick model you can use in friendly, less involved negotiations and a comprehensive model you can use in complex, detailed negotiations in which the stakes are high. The book is one of the most empowering youÂÂ'll ever read. It walks you through every aspect of the negotiation process, providing proven tactics from beginning to end: Preparation; Choose a strategy; Initial offerÂÂ-getting started; CounteroffersÂÂ-the give and take; Pressure bargaining; Key methods: Achieving progress; Reaching agreement. Each tactic is briefly defined and presented in both a work and life situation. The tactics can be learned quickly and applied immediately. You can read a few tactics in the morning and negotiate the deal you want that afternoonÂÂ-thatÂÂ's how easy-to-apply the strategies presented here are. Includes a self-assessment quiz and exercises to help you recognize and take advantage of every situation in which the ability to negotiate can enrich your life.

Contents:

Table of Contents; Introduction; SECTION I:INTRODUCTION; SECTION II:THE NEGOTIATION PROCESS; SECTION III:50 TACTICS FOR SUCCESS; Tactic 1: Know Your BATNA; Tactic 2: Know Your Opponent's Real Objective; Tactic 3: Control the Setting; Tactic 4: Use Objective Criteria; Tactic 5: List All Items to Be Negotiated; Tactic 6: Timing Is Everything; Tactic 7: Decide How "High" Is High; Tactic 8: The Good Guy/Bad Guy Routine; Tactic 9: Control Your Emotions; Tactic 10: The Reciprocal Buy-Sell Offer; Tactic 11: Use an "Expert Witness"; Tactic 12: Find Common Interests; Tactic 13: Set a Deadline

Tactic 14: Don't Always Hide Your WeaknessesTactic 15: Caucus; Tactic 16: Use Throwaway Items; Tactic 17: Package Items; Tactic 18: Agree on Something As Soon As You Can; Tactic 19: Make a First and Best Offer; Tactic 20: Posturing; Tactic 21: Avoid the "Winner's Curse"; Tactic 22: Propose Multiple Options; Tactic 23: The "Win-Win" Approach; Tactic 24: Wait to Counter; Tactic 25: Be Flexible; Tactic 26: Keep Few Secrets; Tactic 27: Expand the Pie; Tactic 28: Offer Fixed Alternatives; Tactic 29: Prolonged Silence; Tactic 30: Always Leave Room for Dessert; Tactic 31: Cut Salami Slices

Tactic 32: Don't ExaggerateTactic 33: Bluff!; Tactic 34: Control the Forum with Visuals; Tactic 35: Apply Pressure (when you have the leverage); Tactic 36: Surprise!; Tactic 37: Divide a nd Conquer; Tactic 38: Break the Tension; Tactic 39: Compromise; Tactic 40: Be Friendly; Tactic 41: Record the Meeting; Tactic 42: Split and Choose; Tactic 43: Nickel and Diming; Tactic 44: Make Use of a Positive "Halo Effect"; Tactic 45: Use Facts; Tactic 46: Ask Probing Questions; Tactic 47: The Premature Congratulation; Tactic 48: Walk Away; 49; Tactic 49: Final-Offer Arbitration; 50

Tactic 50: Commit the Offer to Paper

Notes:

Description based upon print version of record.

Includes bibliographical references (p. 199-200).

ISBN:

1-281-01836-8

9786611018368

1-59996-677-8

1-4237-1675-2

OCLC:

609834956