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Split-Second Negotiation

Book Description

The days of coming to terms over endless meetings and martinis are over. Now it's a brave new hi-tech negotiating world--where big deals go down in lightning-fast text exchanges and a misplaced acronym can cost you your contract--and your career.

But with Split-Second Negotiation, you learn how to use technology to help you win the deal--every time. From exploiting online resources and leveraging social media to adapting classic negotiation strategies to the new paradigm, you'll find everything you need to anticipate your adversaries' moves, outwit them at every turn, and resolve every impasse to your advantage. Split-Second Negotiation: Because it's not enough to win. You have to win now.

Table of Contents

  1. Cover
  2. Title Page
  3. Contents
  4. Introduction
  5. Chapter 1. The Split-Second Imperative
    1. Danger—Fast Track Ahead
    2. Technology Gamechangers
    3. Do It Yourself
    4. Negotiating Is All Around Us
  6. Chapter 2. Why Negotiate?
    1. Bartering Back Through Time
    2. From Bargaining to Negotiating
    3. The Difference Between Bargaining and Negotiating
    4. The Negotiating Game
    5. Types of Negotiation
    6. The Reasons Why
    7. When They Don’t Want to Play
    8. If You Don’t Think Negotiating Is Part of Your Life . . .
  7. Chapter 3. Prepare the Ground
    1. Know Yourself and Your Goals
    2. Know Your Opponent
    3. Background Information
    4. Analyze Your Alternatives
    5. The Meeting Itself
  8. Chapter 4. Find Your Negotiating Style
    1. The Intimidator
    2. The Flatterer
    3. The Seducer
    4. The Complainer
    5. The Arguer
    6. The Logical Thinker
    7. Negotiating Personalities
    8. Aggressive and Dominating
    9. Passive and Submissive
    10. Logical and Analytical
    11. Friendly and Collaborative
    12. Evasive and Uncooperative
    13. Expressive and Communicative
  9. Chapter 5. Developing a Tactical Toolkit
    1. Good Cop/Bad Cop
    2. Shills and Decoys
    3. The Straw-Man Technique
    4. Taken by Surprise
    5. Add-ons and Nibbling
    6. Additional Techniques
    7. When You’re the Underdog
    8. If You’re Not Ready Yet
  10. Chapter 6. A Day at the Theater
    1. Playing Dumb
    2. Conducting Interrogations
    3. Talking, Talking, and More Talking
    4. A Shouting Match
    5. Emotional Outbursts
    6. Blatant Mistreatment
    7. About Body Language
    8. Unconscious Behavior
    9. Universal Gestures
    10. Mirroring Your Counterpart
    11. Reading and Sending Appropriate Signals
    12. Using and Interpreting Silence
  11. Chapter 7. Avoiding Common Negotiating Pitfalls
    1. Dealing with Difficult People
    2. Letting Stress Take Over
    3. Mishandling Concessions
    4. Closing Mistakes
    5. Risk Management for Negotiators
    6. Keeping Objectives in Focus
  12. Chapter 8. High-Pressure Negotiating Tactics
    1. Unrealistic First Offer
    2. “One Time Only” Offer
    3. Delay of Game
    4. The Bottom Line
    5. False Concessions
    6. Using Competition as Leverage
    7. Deadlines—For Better or for Worse
  13. Chapter 9. When to Close, and When to Walk Away
    1. Solving Unequal Bargaining Problems
    2. One Winner, One Loser
    3. When No One Wins
    4. Knowing When to Opt Out
    5. Clinching the Deal
    6. Knowing What to Expect
    7. When and How to Close
    8. What’s Stopping You?
    9. Extras and Perks
    10. Starting with the End in Mind
    11. The Moment of Glory
  14. Chapter 10. Under Contract
    1. Elements of a Contract
    2. In Charge of Writing
    3. Hammering Out the Details
    4. Meeting of Minds
    5. Contract Remedies
    6. Breach of Contract
    7. Good Faith or Bad Faith?
    8. Dispute Resolution
    9. Alternative Dispute Resolutions
  15. Chapter 11. Negotiating for the Long Term
    1. Building Trust
    2. A Collaborative Effort
    3. Putting Ideas into Practice
    4. Improving Your Skills
    5. Your Report Card of Success
    6. Enjoying the Ride
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