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Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S., and abroad, the authors say it doesn't have to be that way. The secret is to carefully structure the entire process. This book shows how to enter a negotiation well positioned to succeed, by analysing the situation in advance, and building a plan that reflects reality. The authors then present clear guidelines for evolving a plan during the course of the negotiation, so the negotiator stays in control and can successfully achieve the desired results. Case studies are used throughout the book, which offers a unique and needed counterpoint to the mythology and folklore that all too often surround the process of negotiation.
1. Toward a Process View of Negotiations. Put Yourself in This Position. Some Common Perceptions. Need For a Structured Approach. Adopting a New Paradigm. Examples of Paradigms in Negotiations. Why These Paradigms Must Change. Why This Book? 2. The Case for a Systematic. Negotiating Process. Petrie Stores Sale to Employees. Conflict in Bosnia. Prudential Entry into the Mutual Funds Business. Some Essentially Completed Negotiations. TCI-Bell Atlantic. U.S.-Japan Trade. Iranian Hostages. Need for a Process. Step 1: Analyzing the Negotiation Situation: The Importance of Issue Definition and Environmental Factors. GE vs. Unions. Reagan vs. PATCO. Step 2: Planning for the Upcoming Negotiations: Establish Common Objectives for the Negotiations. Step 3: Organizing for Effective Negotiations. Strategic Considerations. Why a Step-By-Step Process Helps. The Crucial Role of Negotiation Planning. Step 4: Gaining and Taking Control. Step 5: Closing Negotiations. Step 6: Continuous Improvement. 3. Getting Ready: Analyzing the Negotiation Situation. Introduction. Considering the Negotiation Environment. Business- to-Business Negotiations. Personal Negotiation. Government-to-Government. Strategic Concerns. Determining Needs. Priorities. Identifying Constraints. 4. Getting Ready: Planning for the Upcoming Negotiations. Establishing Goals. Example/Application. Exercise. Establishing Objectives. Identifying and Including Stakeholders. Strategic Approaches. Planning for Negotiating Within Teams. 5. Getting Ready: Organizing for Effective Negotiation. Staffing the Negotiation Team. Developing a Game Plan. Agenda. Insuring the Completeness and Currency of the Plan. Testing the Validity of the Plan. Testing the Plan: Two-Person Limited Focus Negotiation. Testing the Plan: Large-Scale Team Negotiations. Adjusting the Plan. Be Ready for Surprises. 6. Getting it Done: Gaining and Maintaining Control. Gaining Control. The Role of Agendas in Maintaining Control. You Set the Agenda With Their Help. Regaining Control: An Example. Reaching Consensus. Consensus Building: An Example. Resolving Conflict Through Communication. Negotiating in a High-Tech. Environment. The Process. The Options. The Tactics. Conclusion. 7. Getting it Done: Closing Negotiations. Dealing with Objections. Uncovering the Root Cause. The Importance of Attitude. Turning Objections into Agreements. Breakthrough Thinking. Making Breakthroughs Happen. Selling. Leases. Labor Disputes. Government-to- Government. Personal Considerations. Brainstorming Alternatives. Dealbreakers. Assessing the Level of Support for a Proposed Solution. Packaging the Details of the Negotiation. 8. Getting it Done: Continuous Improvement-Techniques to Improve Negotiation Performance. Review the Process. Talk With Customers. Measuring Your Negotiation Results. Evaluate Extent of Negotiation Empowerment. Establishing the Baseline: Applying the Tools. ISO-9000 Negotiations: Between Buyers and Sellers. 9. Using the Six-Step Approach. Negotiation Situation Data. Step 1: Analyzing the Negotiation Situation. Step 2: Planning for the Upcoming Negotiations. Step 3: Organizing for Effective Negotiations. Step 4: Taking Control. Step 5: Closing Negotiations. Step 6: Continuous Improvement. Appendix A Appendix B Bibliography Index
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