Mastering Negotiations

Mastering Negotiations

Eric Evans

Professional Skills & Development

Overview

With so much of modern business and enterprise relying on the ability to reach mutually beneficial agreements, the so called ‘win-win’ situation, the modern manager needs to be able to plan, deliver and follow through on critical negotiations.

This book provides the core skills needed to succeed and:
  • Focuses on all aspects of negotiations at the senior level
  • Provides a framework for effective action
  • Develops negotiating skills to an advanced level, showing managers how to achieve the best possible agreement and how to make sure it lasts.

Book Details

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Content

1. Alternative approaches to negotiation

  • What is there to master?
  • So what is negotiation?
  • How we learn to negotiate
  • Alternative approaches
  • You always have a choice
  • Summary and concluding remarks

2. Mastering the planning stage

  • British Electronics: a case study
  • What is there to plan?
  • Task issues
  • Process issues: making best use of time
  • Process issues: co-operative negotiations
  • British Electronics: a solution to the case study
  • Summary and concluding remarks

3. Mastering competitive negotiations

  • Why can’t all negotiation be win/win?
  • The phases of competitive negotiation
  • Summary and concluding remarks

4. Mastering co-operative negotiations

  • Why co-operative?
  • An alternative approach?
  • Co-operative negotiations with problem people
  • Summary and concluding remarks

5. Mastering persuasion

  • So why is persuasion important?
  • How do we persuade people?
  • The skills of persuasion
  • Common persuasion traps
  • Persuasive behaviour
  • Summary and concluding remarks

6. Mastering power in negotiation

  • Does power work in negotiation?
  • So what is power?
  • Some surprising findings
  • Practical remedies for dealing with power
  • Summary and concluding remarks

7. Mastering commonly made mistakes in negotiation

  • Why concentrate on mistakes?
  • Control skills
  • Relationship skills
  • Achievement
  • Summary and concluding remarks

8. Mastering non-verbal behaviour

  • Is there a body of fact behind body language?
  • Types of signal
  • The eight categories of non-verbal behaviour
  • Summary and concluding remarks

9. Dealing with problems in a negotiation

  • What are the problem areas?
  • Inadequate planning and preparation
  • Dealing with planning problems
  • Poor control
  • Relationship management
  • Failure to achieve
  • Summary and concluding remarks.

10. Summary checklists

  • Negotiating style
  • Planning checklist

Bibliography