Practical Negotiating: Tools, Tactics & Techniques Book

Acknowledgments     xi
The Need for Negotiation     1
Conflict in Our Lives     2
Process of Exchange     7
Introduction to Planning and Executing the Negotiation     11
Audience for Practical Negotiating     14
Planning the Negotiation
Wants and Needs     19
Win-Win Agreements     20
Wants versus Needs     21
Case Analysis     29
Practical Application     32
Setting Objectives and Determining Positions     33
Needs and Objectives     34
Creating a Needs/Objectives Matrix     34
Determining Position and Settlement Range     37
Practical Application     40
Currencies and Concessions     43
Currencies of Exchange     44
Concessions     51
Making Positive Exchanges     56
Practical Application     59
Power in Negotiation     61
The Paradox of Power     62
The Rule of Power in Negotiation     63
Practical Application     71
Case Analysis     77
Practical Negotiating: Planning Guide-Part 1     77
Executing the Negotiation
Negotiation Model:Stages with Critical Tasks     85
Stages: The Negotiation Process Road Map     86
Practical Application     97
Negotiating Styles and Key Skills     99
The Difference between Negotiation Styles and Skills     100
Choosing the Best Overall Approach     101
Negotiation Styles     102
Key Skills     109
Practical Application     118
Win-Win Tactics     119
Tactics Defined     120
Win-Win Tactics     121
Practical Application     139
Adversarial Tactics and Countertactics     141
Adversarial Tactics     142
Practical Application     153
Tactical Orientation     155
How to Determine Your Tactical Orientation     156
Tactical Orientation Continuum     158
Practical Application     164
Special Negotiation Situations     167
Negotiating in Buy and Sell Situations     168
Internal Negotiations     170
Negotiating with Your Boss     174
Team Negotiations     184
Practical Application     187
Putting It All Together     193
Practical Negotiating: Planning Guide-Annotated     194
Conclusion     204
Negotiation Style Survey     205
Practical Negotiating: Planning Guide     211
Step 1     212
Step 2     213
Step 3     214
Step 4     214
Step 5     215
Step 6     215
Step 7     216
Step 8     217
Notes     219
Bibliography     223
Index     225