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Negotiation

Book Description

Negotiation--whether brokering a deal, mediating a dispute, or writing up a contract--is both a necessary and challenging aspect of business life. This guide helps managers to sharpen their skills and become more effective deal makers in any situation.

Table of Contents

  1. The Harvard Business Essentials Series
  2. Title Page
  3. Copyright Page
  4. Table of Contents
  5. Introduction
  6. 1 - Types of Negotiation
    1. Distributive Negotiation
    2. Integrative Negotiation
    3. Multiple Phases and Multiple Parties
    4. Summing Up
  7. 2 - Four Key Concepts
    1. Know Your BATNA
    2. Reservation Price
    3. ZOPA
    4. Value Creation Through Trades
    5. Summing Up
  8. 3 - Preparation
    1. Step 1: Consider What a Good Outcome Would Be for You and the Other Side
    2. Step 2: Identify Potential Value Creation Opportunities
    3. Step 3: Identify your BATNA and Reservation Price, and Do the Same for the Other Side
    4. Step 4: Shore Up Your BATNA
    5. Step 5: Anticipate the Authority Issue
    6. Step 6: Learn All You Can About the Other Side’s People and Culture, Their Goals, and How They’ve Framed the Issue
    7. Step 7: Prepare for Flexibility in the Process—Don’t Lock Yourself into a Rigid Sequence
    8. Step 8: Gather External Standards and Criteria Relevant to Fairness
    9. Step 9: Alter the Process in Your Favor
    10. Summing Up
  9. 4 - Table Tactics
    1. Getting the Other Side to the Table
    2. Making a Good Start
    3. Tactics for Win-Lose Negotiations
    4. Tactics for Integrative Negotiations
    5. General Tactics: Framing and Continual Evaluation
    6. Summing Up
  10. 5 - Frequently Asked Tactical Questions
    1. FAQs About Price
    2. FAQs About Process
    3. FAQs About People Problems
  11. 6 - Barriers to Agreement
    1. Die-Hard Bargainers
    2. Lack of Trust
    3. Informational Vacuums and the Negotiator’s Dilemma
    4. Structural Impediments
    5. Spoilers
    6. Differences in Gender and Culture
    7. Difficulties in Communication
    8. The Power of Dialogue
    9. Summing Up
  12. 7 - Mental Errors
    1. Escalation
    2. Partisan Perceptions
    3. Irrational Expectations
    4. Overconfidence
    5. Unchecked Emotions
    6. Summing Up
  13. 8 - When Relationships Matter
    1. Why Relationships Matter
    2. How Perceptions of Relationship Value Affect Negotiations
    3. Doing It Right
    4. Summing Up
  14. 9 - Negotiating for Others
    1. Independent Agents
    2. Non-Independent Agents
    3. Agency Issues
    4. Summing Up
  15. 10 - Negotiation Skills
    1. Continuous Improvement
    2. Negotiating as an Organizational Capability
    3. What Makes an Effective Negotiator?
    4. Summing Up
  16. APPENDIX - Useful Implementation Tools
  17. Notes
  18. Glossary
  19. For Further Reading
  20. Index
  21. About the Subject Adviser
  22. About the Writer