The Elements of Negotiation : 103 Tactics for Everyone to Win in Each Deal / Keld Jensen.

Format:

Book

Author/Creator:

Jensen, Keld, author.

Language:

English

Subjects (All):

Negotiation in business.

Negotiation.

Interpersonal relations.

Physical Description:

1 online resource (387 pages)

Edition:

First edition.

Place of Publication:

Hoboken, New Jersey : Wiley, [2024]

Summary:

"The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis"-- Provided by publisher.

Contents:

Cover

Title Page

Copyright Page

Contents

Introduction

How Much Do Mistakes Cost?

The Ketchup Effect

Welcome to the Journey

Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation

Element 1 Body Language

The Power of Delivery in Negotiation

Presentation Skills: Beyond Mere Conversation

The Power of Verbal Communication

Aligning with Your Audience's Perspective

The Impact of Multisensory Engagement

Start with Facial Expressions

Element 2 Eye Contact

Element 3 Gesticulations

The Do's and Don'ts of Body Posture

Gesticulation: A Personalized Approach

Avoiding Distracting Habits

Illustrating Your Points

Conveying Confidence and Respect

Element 4 The Role of Voice

Volume

Tone

Speed

Breathing

Element 5 Humor

Leveraging Humor in the Negotiation

The Dynamics of Humor in Negotiation

Practical Humor Strategies in Negotiations

The Pitfalls of Humor Missteps

Element 6 Use of Feet

Element 7 Image

Good Advice

Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science

Element 8 The Crucial Role of Mathematics

Element 9 Negotiating in a Foreign Language

Individual versus Group

Status, Titles, Mode of Address, and More

Religion and Politics

Should You Blot Out Yourself?

Behavior

Formal Contact Paths

Technical Competence

Evaluation Norms for Technical Standards

Choice of Strategy

Time Factor

Special Economic Features

Corruption

Element 10 The Journey of Learning

Stage 1: Unconscious Incompetence

Stage 2: Conscious Incompetence

Stage 3: Conscious Competence

Stage 4: Unconscious Competence

Element 11 Education

Element 12 Negotiation Training

Element 13 Asymmetric Value.

How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share

Who Has the Lowest Cost of Ownership?

Element 14 Subject Matter

Element 15 Leveraging AI to Enhance Your Negotiation Skills

Chapter 3 Tools: Introduction: Tools for Negotiation

Element 16 Negotiation Strategy

Flexible Tactics

Element 17 Rules of the Game

Element 18 Questions

Types of Questions

Open Questions

Closed Questions

Leading Questions

Follow-up Questions

Questions for Your Audience

Questions from Your Counterpart

Dealing with Questions You're Not Able to Answer

Be Specific in Your Questions

Precision with Language

How to Hold a Conversation

Element 19 Openness

SMARTnership Approach

Element 20 The Hidden Value: NegoEconomics

Room for Negotiation

A Simple Model to Identify NegoEconomics

The Four-Step Model

Identifying NegoEconomics in Projects

From Public Authority to Commercial Enterprise

Element 21 TrutCurrency

The Water Bottle Experiment

Element 22 Strategy Access Matrix (SAM) Model

Element 23 Threats

Element 24 Activating Several Senses

Physical or Intellectual Demonstrations

Visual Aids

The Professional Picture

Use Colors Effectively

Pacing

PowerPoint

Your Personality Is 80 Percent of Your Presentation

Element 25 Using an Agenda

Taking the Initiative

Controlling the Other Party

Demand a Set Agenda Before You Meet

Prepare Better

Know What the Other Party Wants

When an Agenda Is Unsuitable

Element 26 Planned Target

Element 27 Walking Away

Element 28 Team Dynamics

Element 29 Division of Roles on the Team

Element 30 The Trial Balloon and Highball/Lowball Techniques

The Trial Balloon: Testing the Waters

The Highball/Lowball Technique: Setting the Negotiation Range.

Ethical Considerations and Risks

Element 31 Starting Point, Threshold of Pain, and Target

Element 32 Variables

Element 33 The Art of Managing Non-Negotiables

Element 34 Cross-Cultural Negotiations

Checklist for International Negotiations

Element 35 Emotions, Stress, and Personal Chemistry

Personal Chemistry Is More Important Than Technique

The Importance of Communication and Awareness

Rational Decision-Making: A Myth

Choosing Between Alternatives

Irrational or Rational?

Constructive Negotiations Require a Balance between Feeling and Reason

When Emotions Take Over

When Decisions Are Based on Incomplete Information

Identifying Your Counterpart's Needs

Negotiations and Stress

The Classic Stress Reaction

How Our Brain Works

Choosing Between Fight or Flight

Time Stress

Stress Caused by Negative Expectations

Situational Stress

Confrontation Stress

Examples of Stress Signals

Stress-Inducing Behaviors

Element 36 Prioritizing Variables: The Key to NegoEconomics

The Trap of Limited Variables

Identifying and Expanding Variables

Prioritization for NegoEconomics

Your Assignment: Developing More Variables

Element 37 Listening Skills

The Vital Role of Two-Way Communication

The Pitfalls of Ineffective Communication

The Power of Credible Information Exchange

Active Listening: Beyond Hearing Words

Element 38 Understanding and Navigating Salami Negotiations

The Anatomy of Salami Negotiations

Example of a Salami Negotiation

Strategies to Counter Salami Negotiations

Element 39 Mastering Package Negotiation: A Holistic Approach

The Essence of Package Negotiation

The Process of Package Negotiation

Element 40 Total Cost of Ownership

Element 41 Confirming a Mandate

What If Direct Negotiation with Decision-Makers Isn't Feasible?.

Element 42 The Double-Edged Sword of Ultimatums

The Strategic Use of Ultimatums

The Risks of Ultimatums

Element 43 Time Out: Embracing Preparation and Patience

Element 44 Checklists

The Dos of Negotiation

The Don'ts of Negotiation

Checklist for a Successful Negotiation Before and During Negotiations

Post-Negotiation Audit Checklist Negotiation Evaluation

Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions

Negative Closure Tactics

Signing the Deal

Navigating Post-Negotiation Challenges

The Importance of Documentation

Element 46 Working with Summaries

Check by Summarizing

Document the Process

Learn How to Listen

Use Paper and Pen, iPad, or Computer

Element 47 Anchoring in Negotiation

The Everyday Salary Negotiation

Element 48 Postmortems: Navigating the Aftermath

Post-Negotiation Analysis and Relationship Continuity

Deciding Whether to Continue the Relationship

Element 49 Creating a Negotiation Planner

Your Negotiation Goals

Your Counterpart's Negotiation Goals

Chapter 50 The Next Best Alternative in Negotiations

The Concept of NBA

Importance in Strategy Development

Application in Corporate Negotiations

The Power of Breaks

Element 51 Testing Limits with Respect

The Carrot vs. the Stick Approach

Avoiding Lowball Offers

Encouraging Dialogue, Not Debate

The Art of Saying No

Understanding Pressure Dynamics

Chapter 4 Tactics: Introduction: Negotiation Tactics

Element 52 The Combative Negotiator

Agreement Disputes

Conflict Is Harmful

Not Seeing the Whole Picture

Don't Get Caught in the Trap

How to Meet a Combative Negotiator

Meeting Conflict with Conflict

Element 53 The Concession-Oriented Negotiator

The Domino Effect of Unilateral Concessions

Common Mistakes in Concession-Based Negotiations.

Alternative Approaches: The Strategic Concession

Unintended Use of Concessions

Recognizing and Countering Unplanned Concessions

The Tactical Concession: A Negotiation Tool

When Concessions Are Admissions

The Art of Concessions in Negotiation

Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests

Exploring the Depths of Each Party's Needs

The Role of Creativity and Flexibility in Compromise

Building Trust Through Transparent Communication

The Long-Term Impact of Compromise

Compromise as a Strategic Tool in Negotiation

Element 55 Stalling

The Art of Stalling: A Calculated Move

Recognizing and Responding to Intentional Stalling

The Risks and Countermeasures of Tactical Stalling

Unplanned Stalling: A Sign of Conflict Avoidance

Strategies to Overcome Unplanned Stalling

Conclusion: Navigating Through Stalling in Negotiations

Element 56 The Collaborative Negotiator

Share the Profit

Example Hotel Stay

See the Whole Picture

Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations

Element 57 Argumentations

Dealing with Argumentations

Lock Down the Other Party

Make No Concessions

Element 58 Building Rapport with Your Counterpart

The Role of Oxytocin in Enhancing Negotiation Outcomes

How Long Should You Talk about the Weather?

Element 59 Small Talk

Element 60 Positive and Negative Emotions

The Impact of Positive Emotions in Negotiations

Navigating Negative Emotions in Negotiations

Element 61 Maintaining Emotional Control

Element 62 Cheating, Bluffing, and Little White Lies

The Epidemic of Cheating

Is Bluffing So Bad?

Element 63 Perseverance

Use Tact and Patience

Element 64 Pacing, Rapport, and Lead

You Have a Choice

Physiological Matching

Voice Matching.

Matching Language and Representative Systems.

Notes:

Includes index.

Description based on publisher supplied metadata and other sources.

Description based on print version record.

ISBN:

9781394248315

1394248318

9781394308361

1394308361

9781394248308

139424830X

OCLC:

1432444960