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Table Of Contents

Why negotiate?
Possible outcomes
Why you need to be a win-win negotiator
The negotiation process
Should you bring a team?
Star Tips for setting the stage for negotiating
THE WIN-WIN MINDSET
Five styles of negotiating
When to use each style
The problem with compromise
Attitude is the key
Five characteristics of win-win negotiators
Star Tips for developing a win-win negotiating mindset
NEGOTIATING TACTICS AND COUNTER-TACTICS
Why do we need tactics?
Initial offers and counter offers
Who goes first?
Other tips for making offers and counter offers
Anchor points
The flinch
Reluctance
The squeeze
Silence
Bundling
Star Tips for using negotiating tactics and counter-tactics
POSITIONS, INTERESTS, CURRENCIES AND OPTIONS
Positions versus interests
Identifying interests
Prioritising interests
Sharing information about interests
Currencies
We don’t always want the same things
Creating value from differences
Options
Our three favourite options
Creating options from currencies
Always have a Plan B
The power of a strong Plan B
The danger of your bottom line
Developing your Plan B
What is their Plan B?
Diminishing their Plan B
Walking away
Star Tips for developing and using your Plan B
Expertise
Information
Reward and punishment
Your Plan B
Precedent
Commitment
Investment
Persistence
Attitude
Persuasiveness
People skills
Star Tips for using your negotiating power
COMMUNICATION AND RELATIONSHIP ISSUES
The importance of maintaining relationships
The window of opportunity
The halo effect
Communicate clearly
Show respect
Create rapport
Pay attention to non-verbal communication
Substantive and personality issues
Develop trust
Sharing information
Star Tips for improving your communication and relationships
The role of emotion in negotiation
The language of emotion
Common emotions in negotiation
Managing expectations — keeping them happy
Biases
Star Tips for managing emotions while negotiating
Memoranda and draft agreements
Implementing the agreement
Nibbles
Post-settlement settlements
When things get ugly
Star Tips for wrapping up negotiations
Framing issues
Make it easy for them to say “yes”
You’re not just negotiating with him
Negotiating by telephone or e-mail
Concessions
Ultimatums
Dealing with an impasse
Five negative negotiating behaviours
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Win-Win Negotiation Techniques

Win-Win Negotiation Techniques

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Published by Junaid Shaukat

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Published by: Junaid Shaukat on Oct 30, 2011
Copyright:Attribution Non-commercial

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11/08/2013

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