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STTS: Win-Win Negotiation

Book Description

We all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today's interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships—winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the negotiation and the relationship. Written in a lively, succinct and easy-to-read style, David Goldwich shows you how to develop the win-win negotiator's mindset and introduces the core skills and techniques to successfully negotiate win-win agreements. Learn the art of a win-win negotiation, and achieve win-win results in all your negotiations today!

Table of Contents

  1. Cover
  2. Title
  3. Copyright
  4. Preface
  5. Contents
  6. Introduction
  7. Assess Yourself
  8. 1. Setting The Stage
    1. What is negotiation?
    2. Why negotiate?
    3. Possible outcomes
    4. Why you need to be a win-win negotiator
    5. The negotiation process
    6. Timing issues
    7. Venue and seating
    8. Setting the agenda
    9. Should you bring a team?
    10. Star Tips for setting the stage for negotiating
  9. 2. The Win-Win Mindset
    1. Five styles of negotiating
    2. When to use each style
    3. The problem with compromise
    4. Attitude is the key
    5. Five characteristics of win-win negotiators
    6. Star Tips for developing a win-win negotiating mindset
  10. 3. Negotiating Tactics And Counter-Tactics
    1. Why do we need tactics?
    2. Initial offers and counter offers
    3. Who goes first?
    4. Other tips for making offers and counter offers
    5. Anchor points
    6. The flinch
    7. Reluctance
    8. The squeeze
    9. Good guy/bad guy
    10. Timing as a tactic: deadlines and delays
    11. Competition
    12. Authority limits
    13. Silence
    14. Bundling
    15. Star Tips for using negotiating tactics and counter-tactics
  11. 4. Positions, Interests, Currencies And Options
    1. Positions versus interests
    2. Identifying interests
    3. Prioritising interests
    4. Sharing information about interests
    5. Currencies
    6. We don’t always want the same things
    7. Creating value from differences
    8. Options
    9. Our three favourite options
    10. Creating options from currencies
    11. Star Tips for understanding positions, interests, currencies and options
  12. 5. Developing And Using Your Plan B
    1. Always have a Plan B
    2. The power of a strong Plan B
    3. The danger of your bottom line
    4. Developing your Plan B
    5. What is their Plan B?
    6. Diminishing their Plan B
    7. Walking away
    8. Star Tips for developing and using your Plan B
  13. 6. Negotiating Power
    1. Legitimate power
    2. Expertise
    3. Information
    4. Reward and punishment
    5. Competition
    6. Your Plan B
    7. Precedent
    8. Commitment
    9. Investment
    10. Persistence
    11. Attitude
    12. Persuasiveness
    13. People skills
    14. Star Tips for using your negotiating power
  14. 7. Communication And Relationship Issues
    1. The importance of maintaining relationships
    2. The window of opportunity
    3. The halo effect
    4. Communicate clearly
    5. Show respect
    6. Create rapport
    7. Pay attention to non-verbal communication
    8. Substantive and personality issues
    9. Develop trust
    10. Sharing information
    11. Star Tips for improving your communication and relationships
  15. 8. Emotions In Negotiation
    1. The role of emotion in negotiation
    2. The language of emotion
    3. Common emotions in negotiation
    4. Managing expectations — keeping them happy
    5. Biases
    6. Star Tips for managing emotions while negotiating
  16. 9. Wrapping Up: Implementation And Post-Negotiation Matters
    1. Memoranda and draft agreements
    2. Implementing the agreement
    3. Nibbles
    4. Post-settlement settlements
    5. When things get ugly
    6. Star Tips for wrapping up negotiations
  17. 10. More Win-Win Negotiating Wisdom
    1. Framing issues
    2. Make it easy for them to say “yes”
    3. You’re not just negotiating with him
    4. Negotiating by telephone or e-mail
    5. Concessions
    6. Ultimatums
    7. Dealing with an impasse
    8. Five negative negotiating behaviours
    9. Star Tips for further developing your win-win negotiating skills and mindset
  18. Index
  19. About The Author