THE

KREMLIN

SCHOOL

OF

NEGOTIATION

IGOR RYZOV

Translated by Alex Fleming

II
CANONGATE
 CONTENTS

AUTHOR'S NOTE ix

INTRODUCTION 1

CHARTER 1: MASTERING THE KREMLIN SCHOOL 5

OF NEGOTIATION

Identifying your negotiation Opponent's goals and motives 6

Who is strenger in negotiations — the lion or the fox? 15
Being the lion in pursuit of your interests 40
Recognising your Opponent's behaviour: four behaviour types,
from the 'teenager' to the 'tank' - 57
Regulating tensions around the negotiating table 93

CHARTER 2: LEARNING TO TELE A COMPROMISE 111

FROM AN UNNECESSARY CONCESSION

Creating a negotiation budget: four key components 112

that affect results
Build a magic polygon of interests 122
CHARTER 3: FIVE KEY TECHNIQUES THAT GET 135
RESULTS IN TOUGH NEGOTIATIONS

Eye contact as a guarantee for success 137

Shielding yourself from 'need' and fear 139
Saying 'no' without damaging relationships 147
The position of 'host' spells success 152
Finding your cause 160

CHARTER 4: NEGOTIATING IN TOUGH C0NDITI0NS 165

Protecting yourself from pressure and manipulation 167

Three important measures for Controlling your emotions 175

CHARTER 5: SEVEN TECHNIQUES FOR 183

REACHING AGREEMENTS WITH A TOUGH OPPONENT

How to parry small jabs and figure out your 184

Opponent's position
Turn battle into co-operation 193
Use connectors to unearth a manipulator's motives 206
Disputing the right way, without provocation 208
Dodging rudeness 219
A joke and a kind word - guarantees of success 237
with even the most aggressive opponents
The 'humour' technique 247
CHARTER G: GENTLY AND DISCREETLY CHANCE 251
AN OPPONENT'S POINT OF VIEW

Showing your Opponent the benefit of your proposals: 254

a play on contrasts
A trusty way of nudging your Opponent towards 260
the right' decision
Don't fall for a quick 'yes' 220
The answer to the hardest question 228
To catch something first let it go 280
Do I need to reciprocate gifts? 286

CHARTER 2: BUILDING A NEGOTIATI0N ROADMAP 293

What governs negotiations? The role of strategy and tactics 295

Building a roadmap and what you will need 299
Some personal impressions on negotiating with 344
international opponents

SAMPLE ANSWERS TO EXERCISES 355

NOTES 362