Practical Negotiating: Tools, Tactics & Techniques

1 The Need for Negotiation.

Conflict in Our Lives.

Process of Exchange.

Introduction to Planning and Executing the Negotiation.

Audience for Practical Negotiating.

SECTION ONE: PLANNING THE NEGOTIATION.

2 Wants and Needs.

Win-Win Agreements.

Wants versus Needs.

Case Analysis.

Practical Application.

3 Setting Objectives and Determining Positions.

Needs and Objectives.

Creating a Needs/Objectives Matrix.

Determining Position and Settlement Range.

Practical Application.

4 Currencies and Concessions.

Currencies of Exchange.

Concessions.

Making Positive Exchanges.

Practical Application.

5 Power in Negotiation.

The Paradox of Power.

The Rule of Power in Negotiation.

Practical Application.

Case Analysis.

Practical Negotiating: Planning Guide—Part 1.

SECTION TWO: EXECUTING THE NEGOTIATION.

6 Negotiation Model: Stages with Critical Tasks.

Stages: The Negotiation Process Road Map.

Practical Application.

7 Negotiating Styles and Key Skills.

The Difference between Negotiation Styles and Skills.

Choosing the Best Overall Approach.

Negotiation Styles.

Key Skills.

Practical Application.

8 Win-Win Tactics.

Tactics Defined.

Win-Win Tactics.

Practical Application.

9 Adversarial Tactics and Countertactics.

Adversarial Tactics.

Practical Application.

10 Tactical Orientation.

How to Determine Your Tactical Orientation.

Tactical Orientation Continuum.

Practical Application.

11 Special Negotiation Situations.

Negotiating in Buy and Sell Situations.

Internal Negotiations.

Negotiating with Your Boss.

Team Negotiations.

Practical Application.7

12 Putting It All Together.

Practical Negotiating: Planning Guide—Annotated.

Conclusion.

Appendix A: Negotiation Style Survey.

Appendix B: Practical Negotiating: Planning Guide.

Step 1.

Step 2.

Step 3.

Step 4.

Step 5.

Step 6.

Step 7.

Step 8.

Notes.

Bibliography.

Index.