Negotiation Skills in 7 simple steps电子书

Contents

Step 1

UNDERSTANDING NEGOTIATION METHODS

Five ways to succeed

Five ways to fail

Resolving conflict

Making decisions

Buying

Selling

Do both (or more) parties have something to gain?

Do you want to stick around?

Do you and the other party (or parties) have time?

Set a primary ‘gut feeling’ objective

Make time to gather knowledge

Never assume what worked before will work again

What is a USP?

Recognize your USP

Get ready to sell your USP

Gather all possible information

Get to know each other

When is it best to use a team?

How to choose your team

Matching your team to negotiation roles

Know your authorities

Decide how you’ll communicate

Key take-aways

Step 2

PREPARE YOUR STRATEGY

Five ways to succeed

Five ways to fail

Am I in the right ballpark?

Who has the most leverage?

How do I stick to my walk-away points?

How does a BATNA work?

Offer to draw up an agenda

Business writing: agendas

Make an educated guess about their strategy

Road test your strategy

Dress

Timeliness

Your entrance and attitude

Refine your body language for the negotiating table

Sustaining positive body language

Consider your voice

LinkedIn ®

Facebook

In the office

Key take-aways

Step 3

TAKE CONTROL IN THE EARLY STAGES

Five ways to succeed

Five ways to fail

Sounding Pro

The purpose of the Explain Stage

Agreeing procedures

Being clear about your objectives

Sharing information

The key elements of the Explore Stage

The four types of listeners

Become an active listener using FACE

Making active listening work for you

Mind your language

Work on your attitude

Key take-aways

Step 4

PROPOSE, BARGAIN AND AGREE

Five ways to succeed

Five ways to fail

The Propose Stage sequence

Sounding Pro

Making a proposal

Pitching your opening proposal

When the other party opens

Making a counter proposal

The Bargain Stage sequence

Sounding Pro

Bargaining tips

To haggle or not to haggle

How to haggle

How much should you carry out by email?

Tips for successful email bargaining

Strategies to get email bargaining back on track

A bargaining email: Business writing

Key take-aways

Step 5

FIND THE WIN-WIN WINDOW

Five ways to succeed

Five ways to fail

The other person is not the problem

Assertive body language

Assertive language

Sounding Pro

Don’t bypass polite social norms

Breaking down the feeling of a ‘head to head’

Key take-aways

Step 6

DEAL WITH DIFFICULT MOMENTS

Five ways to succeed

Five ways to fail

Watch them off-duty

Keep things in perspective

Don’t get distracted

Watch out for group body language shifts

First identify why they are difficult

Don’t respond in kind

Encourage them to vent

Don’t counter-attack; ask questions

Create a bell-jar for yourself

Being rushed

Don’t walk just because you’re stuck for words

Don’t just disappear

Prepare them for your walk away

Suggest a postponement

Try some brainstorming

Reduce the numbers

Change the setting

Make use of informal moments

It’s okay to say ‘no’

It’s not one person’s fault

Arbitration

Mediation

Key take-aways

Step 7

CLOSE THE DEAL

Five ways to succeed

Five ways to fail

What should happen in the Agree Stage?

Sounding Pro: Closing the negotiation

Business writing: a letter of intent

Implementing the agreement

Communicate with sensitivity

Meet on neutral territory

Talk about the negotiation

Don’t apologize for negotiating

Promote the other party to ‘ally’ status

Have patience

How to review your performance

Key take-aways

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