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BSS: Great Negotiating Skills

Book Description

This is a quick-read instructional book, packed with anecdotes and advice for all those people who are generally terrible at negotiating and would like to do it better! Based on several years of practical and successful negotiating around the world, the approach adopted by the author in this book will help anyone (with little or no experience or confidence in negotiation) seal deals on favourable terms. Written in Bob Etherington's distinctive style, combining highly practical advice told in an entertaining fashion, Great Negotiation Skills is all you will need to ensure you don't lose out in your next negotiation.

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Contents
  5. Warning: Before You Buy This Book
  6. Definitions for Virgins
    1. Rules for virgin negotiators
  7. Introduction
    1. You don’t start negotiating until the other side says, “No!”
    2. Oh ... no “negotiations” please ... we’re from the Northern Hemisphere!
    3. So we get “ground to a pulp”
    4. So what’s in this book for you?
  8. 1 Aspiration and Attitude
  9. 2 Question: What is Plan B? Answer: Not Plan A
    1. Why do I want to negotiate?
    2. Why should the other side negotiate with me?
    3. How can I help them or harm them?
    4. How can they help or harm me?
    5. What will I do if it doesn’t work out?
    6. What will they do if it doesn’t work out?
  10. 3 Haggle Haggle ... Barter Barter ... Sell Sell ... “Negotiate”
    1. Selling
    2. So what if you’re the buyer ...what’s in it for you?
    3. Haggling
    4. OK ... If you only want to learn how to haggle here’s how:
    5. LINE 1: “WELLLL ... I’M REALLY NOT SURE ...”
    6. LINE 2: “PLEASE HELP ME TO USE MY MONEY IN YOUR SHOP”
    7. LINE 3: “YOUR COMPETITORS WILL DO IT FOR LESS”
    8. LINE 4: “I FEEL AS IF I’VE BEEN TRICKED”
    9. LINE 5: “YOUR BUSINESS BROKE THE PROMISE”
    10. Negotiating
  11. 4 Deconstructing the “No”
  12. 5 Dealing with “Johnny Foreigner”
    1. Culture
    2. So does all this really matter?
    3. Is rapport the answer to everything?
    4. 1. PREPARE TO UNDERSTAND
    5. 2. BUILD BRIDGES EARLY, TO LEVEL PLAYING FIELDS
    6. 3. KEEP THINGS UNDER CONTROL
    7. One effective tactic for Italians (and other fast negotiators).
    8. ... and finally
    9. How many times do I have to tell you?
  13. 6 I Don’t Know Why I Did That!? (Ploys and “Tricks”)
    1. Don’t try this at home(or at the negotiating table)
    2. On the other hand ...
    3. You do it to me and then I’ll do it ...
    4. There’s not much time left
    5. “Yes” frames
    6. Power and authority
    7. Agendas
    8. Proofs and precedents
    9. Leverage papers
    10. Agreement in writing
    11. External and internal power
  14. 7 Unconscious Incompetence and Conscious Competence
    1. Unconscious incompetence
    2. Never argue with an angry man
    3. Don’t: “behonestwithyou”
    4. Eliminate: “an interesting idea but ...”
    5. Avoid: “and another point ...”
    6. Conscious competence
    7. Never make a statement when you could ask a question
    8. Regularly re-check progress
    9. “Because” before you snap
    10. Use information as currency
  15. 8 Putting it All Together
    1. Cooperation and “The Prisoner’s Dilemma”
    2. The four initial pre-preparation steps:
    3. Now you’re ready to prepare and plan
    4. 1. SO WHAT IS YOUR GOAL?
    5. 2. LETTER IN YOUR BACK POCKET
    6. 3. IMPALE YOUR PRIORITIES
    7. 4. TARGETS
    8. 5. CONCESSIONARY COSTS
    9. 6. HEART
  16. About the Author