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Negotiating Skills for Virgins

Book Description

Whether you know it or not, negotiations are constantly taking place and thus form a critical part of work life. Negotiation is relevant to discussions between colleagues, people who do not know each other, in the same organisation or different ones and between people of different experience, background, nationality and outlook. The negotiating process involves balancing matters between two parties so that you not only get what you want, but get what you want in the best possible way. It is the art of concluding a deal, and the arrangement of all the elements that constitute that deal; the terms and conditions for instance in some business deals. It is a form of communication and, as such, it is an interactive process. This book sets out the essentials – what really matters – about the process. It examines the core techniques and practical, proven approaches that provide a basis for undertaking negotiation, and aims to make them understandable and manageable to use so that you can quickly put your rookie status behind you.

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. I care ... I really care ... (but not that much)
  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. ... and finally
    8. 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. Body Power
    12. External and internal power
  14. 7 Unconscious incompetence and conscious competence
    1. The four levels of learning
    2. Unconscious incompetence
    3. Never argue with an angry man
    4. Don’t: “behonestwithyou”
    5. Eliminate: “an interesting idea but ...”
    6. Avoid: “and another point ...”
    7. Conscious competence
    8. Never make a statement when you could ask a question
    9. Regularly re-check progress
    10. “Because” before you snap
    11. 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