Negotiation Madness

Table of contents

1. Introduction
2. Negotiation Madness
3. Nature of Negotiation
4. Legal Issues
5. Ways Negotiations Take Place
6. Verbal between two or more people, or groups of people
7. Written between two or more groups
8. Electronically
9. Conflict
10. Verbal Negotiation Skills
11. Emotion
12. Handling of language
13. Speed of conversation
14. Ethnicity
15. Five Phases of Negotiation
16. Phase One: Preparation
17. (i) Homework
18. (ii) What do you want?
19. (iii) What do you think they want?
20. (iv) What is their history?
21. (v) What is the history between two sides?
22. (vi) What do you want as an outcome?
23. (vii) What are the negotiable issues?
24. (viii) Is there a hook?
25. (ix) What are issues in order of importance?
26. (x) What are possible “throw-aways”?
27. (xi) Are there supplementary offers?
28. (xii) Redefine “bottom line”
29. (xiii) Going off the rails
30. (xiv) Set the meeting point
31. (xv) Set agenda
32. (xvi) Anchoring
33. (xvii) Socialize
34. (xviii) Physical presentation
35. (xix) Media
36. Phase Two: How to Debate
37. (i)Negotiation is like a debate with different rules
38. (ii)After both sides have made their points, clarify, agree or disagree
39. (iii)To and FRO of debate
40. (iv)Distractions
41. (v)Hostage negotiations
42. (vi)Always come away with something
43. Phase Three: How to Propose
44. (i) In proposals there are either competing or compatible wants
45. (ii) Compatible is when both sides have the same agreement
46. (iii) Competing is when there are differences
47. (iv) State what the proposal is then stop talking
48. (v) If that does not work, consider alternative proposals
49. Phase Four: Bargaining
50. (i) Bargaining involves making exchanges
51. (ii) All bargains should be conditional
52. (iii) Nothing should be given away for free
53. (iv) Don’t underestimate the personal
54. (v) Shifting Position
55. (vi) Sacrifice
56. (vii) Third party intervention
57. (viii) Ploys
58. (a) False starting position
59. (b) Holding back
60. (c) Setting preconditions
61. (d) Changing venues and times midstream
62. (e) Having intimidating venues
63. (f) Declaring some issues nonnegotiable
64. (g) Switching
65. (h) Disdain for another’s products
66. (i) Ganging up
67. (j) Blocking
68. (k) Salami
69. (l) Russian front
70. (m) Walking away
71. (n) If at first you don’t succeed, try again
72. (ix) Mediation
73. (x) Dirty tricks
74. (a) Phony information
75. (b) Assumed authority
76. (c) Increasing demands
77. (d) Lock in tactics
78. (e) Making people uncomfortable
79. (f) Showing lack of interest
80. (g) Delayed actual negotiation
81. (h) Threats
82. (i) Strait our misrepresentation
83. (xi) Bribery
84. Phase Five: The Close
85. (i) Closing any negotiation is the same as making a sale
86. (ii) This is the hardest part of negotiation
87. (iii) Some people are afraid to close so keep talking
88. (iv) But the close has to come
89. (v) Let the close be on your timing
90. (vi) Are you really closed?
91. (vii) One-sided close
92. (viii) Deadlock
93. Intransience
94. (i) Identifying a persistent position
95. (ii) Need to move the issues away from the subject
96. (iii) Catch 22
97. (iv) Divorce
98. (v) Use a parallel universe
99. Live to Fight Another Day
100. Why Some Countries Are More Successful
101. Practice Exercises
102. Buying a car
103. Buying a house
104. Talking a police officer from giving you a speeding ticket
105. Facing an interview panel for a job
106. Office situation
107. Negotiating a raise
108. Dealing with government
109. Investment proposals
110. Negotiating a development contract
111. Negotiating a fuel contract
112. Buying selling a commercial computer system
113. About the Author
114. Index