Negotiation Skills in 7 simple steps
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Clare Dignall. Negotiation Skills in 7 simple steps
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®
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
If you enjoyed Negotiation Skills in 7 Simple Steps, check out these other great Collins in 7 Simple Steps titles
About the Author
Copyright
About the Publisher
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Title Page
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Know your USP
One part of your preparatory jigsaw still needs to be slotted into place. This is your USP, your ‘unique selling proposition’; the hook that will keep your opposite number interested in you and in reaching a good resolution, no matter how long the negotiation.
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