Читать книгу The Kremlin School of Negotiation - Igor Ryzov - Страница 5
ОглавлениеCONTENTS
CHAPTER 1: MASTERING THE KREMLIN SCHOOL OF NEGOTIATION
Identifying your negotiation opponent’s goals and motives
Who is stronger in negotiations – the lion or the fox?
Being the lion in pursuit of your interests
Recognising your opponent’s behaviour: four behaviour types, from the ‘teenager’ to the ‘tank’
Regulating tensions around the negotiating table
CHAPTER 2: LEARNING TO TELL A COMPROMISE FROM AN UNNECESSARY CONCESSION
Creating a negotiation budget: four key components that affect results
Build a magic polygon of interests
CHAPTER 3: FIVE KEY TECHNIQUES THAT GET RESULTS IN TOUGH NEGOTIATIONS
Eye contact as a guarantee for success
Shielding yourself from ‘need’ and fear
Saying ‘no’ without damaging relationships
The position of ‘host’ spells success
Finding your cause
CHAPTER 4: NEGOTIATING IN TOUGH CONDITIONS
Protecting yourself from pressure and manipulation
Three important measures for controlling your emotions
CHAPTER 5: SEVEN TECHNIQUES FOR REACHING AGREEMENTS WITH A TOUGH OPPONENT
How to parry small jabs and figure out your opponent’s position
Turn battle into co-operation
Use connectors to unearth a manipulator’s motives
Disputing the right way, without provocation
Dodging rudeness
A joke and a kind word – guarantees of success with even the most aggressive opponents
The ‘humour’ technique
CHAPTER 6: GENTLY AND DISCREETLY CHANGE AN OPPONENT’S POINT OF VIEW
Showing your opponent the benefit of your proposals: a play on contrasts
A trusty way of nudging your opponent towards the ‘right’ decision
Don’t fall for a quick ‘yes’
The answer to the hardest question
To catch something first let it go
Do I need to reciprocate gifts?
CHAPTER 7: BUILDING A NEGOTIATION ROADMAP
What governs negotiations? The role of strategy and tactics
Building a roadmap and what you will need
Some personal impressions on negotiating with international opponents
