The Negotiation Book: Your Definitive Guide To Successful Negotiating

Table of contents

1. Copyright
2. Acknowledgements
3. Preface
4. So You think You Can Negotiate?
   1. INTRODUCTION
   2. SO WHAT IS NEGOTIATION?
   3. THE NEED FOR SATISFACTION
   4. NEGOTIATING VERSUS SELLING
   5. PERSONAL VALUES
   6. THE CASE FOR COLLABORATION
   7. HONESTY WITH YOURSELF
   8. THE FOUR CHALLENGES WE FACE
   9. CONCLUSION
5. The Negotiation Clock Face
   1. MAKING SENSE OF NEGOTIATION SO THAT WE CAN ALL BENEFIT FROM IT
   2. SO WHO IS 'THE COMPLETE SKILLED NEGOTIATOR'?
   3. THE THREE FACTORS THAT INFLUENCE EVERY NEGOTIATION
   4. WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL?
   5. HOW THE NEGOTIATION CLOCK FACE WORKS
   6. SUMMARISING THE NEGOTIATION CLOCK FACE
6. Why power Matters
   1. WHAT DO WE MEAN BY POWER?
   2. HOW DOES POWER INFLUENCE NEGOTIATIONS?
   3. CIRCUMSTANCES WHICH INFLUENCE POWER
   4. CREATING POWER THAT PROVIDES CONTROL
   5. CONCLUSION
7. The Ten Negotiation Traits
   1. 1. NERVE:
   2. 2. SELF-DISCIPLINE:
   3. 3. TENACITY:
   4. 4. ASSERTIVENESS:
   5. 5. INSTINCT:
   6. 6. CAUTION:
   7. 7. CURIOSITY:
   8. 8. NUMERICAL REASONING:
   9. 9. CREATIVITY:
   10. 10. HUMILITY:
   11. CONCLUSION
8. The Fourteen Behaviours that Make the Difference
   1. YOUR BEHAVIOURS AND ATTRIBUTES
   2. THE FOURTEEN BEHAVIOURS
   3. CONCLUSION
9. The 'E' Factor
   1. THE EFFECT OF HUMAN EMOTION ON NEGOTIATION
   2. CONSCIOUS COMPETENT
   3. YOUR VALUES
   4. EMOTIONAL INTELLIGENCE
   5. THE ART OF LOSING
   6. MANAGING THE EMOTIONAL NEED FOR SATISFACTION
   7. TRUST, TACTICS AND EMOTIONS
   8. VISIBLE EMOTION
   9. CONCLUSION
10. Authority and Empowerment
    1. UNDERSTANDING EMPOWERMENT
    2. WE ARE ALL EMPOWERED TO SOME DEGREE
    3. YOUR BOSS AS YOUR WORST ENEMY
    4. NEGOTIATION USING EMPOWERMENT WITHIN TEAM ROLES
    5. GETTING EMPOWERED BEFORE YOU START
    6. EMPOWERMENT WHICH PROTECTS YOU
    7. EMPOWERED TO DO THE WRONG THINGS?
    8. DECISION-MAKING AUTHORITY
    9. EMPOWERMENT AND SCOPE TO CREATE VALUE
11. Tactics and Values
    1. THE IMPORTANCE OF BEING DISPASSIONATE
    2. A QUESTION OF CHOICES AND PERSONAL STYLE
    3. WHAT ARE TACTICS?
    4. Conclusion
12. planning and preparation that helps You to Build Value
    1. EACH AND EVERY DEAL IS UNIQUE
    2. UNDERSTANDING VALUE
    3. THE SIX PRIMARY VARIABLES
    4. WORKING WITH VARIABLES
    5. KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH
    6. RISK AS A NEGOTIABLE
    7. PREPARING TO MANAGE COMPLEXITY
    8. THE NEED FOR AN OPEN MIND
    9. PLANNING FROM A PRACTICAL PERSPECTIVE
    10. CONCLUSION
13. Index