Negotiating Skills for Managers

by Cohen, Steven

• ISBN13: 9780071387576
• ISBN10: 0071387579
• Edition: 1st
• Format: Paperback
• Copyright: 2002-03-22
• Publisher: McGraw Hill

Summary

Virtually everything in business is negotiated, and the ability to negotiate strong agreements and understandings is among today's most valuable talents. Negotiating Skills for Managersexplains how to establish a solid pre-negotiation foundation, subtly guide the negotiation, and consistently set and achieve satisfactory targets. From transferring one's existing strengths to the negotiating table to avoiding common negotiating errors, it reveals battle-proven steps for reaching personal and organizational objectives in every negotiation.

Author Biography

Steven Cohen is the head of The Negotiation Skills

Company and delivers seminars and speeches on training worldwide.

Table of Contents

Preface	xi
Competitive Versus Collaborative Decision Making	1	(22)
What Is Negotiation?	2	(2)
What Negotiation Is Not	4	(1)
Types of Negotiation	5	(2)
Investigating Your Interests	7	(1)
What Differences Does It Make to Distinguish Between Interests and Positions?	8	(2)
How Do You Deal with Positional Bargainers?	10	(2)
Is Money Really the Interest?	12	(1)
Primary (Fundamental) and Secondary (Derivative) Interests	13	(2)
Looking Beyond Our Personal Interests	15	(2)
The Three C's of Interests	17	(2)
When Interests Conflict	19	(1)
Manager's Checklist for Chapter 1	20	(3)
BATNA---Choosing Whether to Walk Away	23	(16)
Making Choices	23	(1)
Balance of Power	24	(1)
Understanding Our BATNA Offers Choices	25	(2)
What Is Our Walking-in BATNA?	27	(1)
Does BATNA Ever Change?	27	(2)
BATNA Is Not the Bottom Line	29	(1)
Elements of BATNAs	30	(5)
Strengthening and Weakening BATNAs	35	(1)
Assumptions	36	(1)
Manager's Checklist for Chapter 2	37	(2)
Are We Ready? Inoculation Protects the Parties	39	(18)
Substantive Inoculation: Knowing the Subject	40	(1)
In Negotiation, the Past Has No Future	41	(1)
Selling the Product to the Salesperson	42	(1)
Goals of Inoculation	43	(1)
Inoculation as a Tool for Improving Your BATNA	43	(1)
What Information Do We Need About Ourselves?	44	(2)
What Information Do We Need About Other Parties?	46	(1)
Preparing for Negotiation on Your Own	46	(1)
Active Listening	47	(3)
Inoculation Includes Process as Well as Substance	50	(2)
Internal and External Inoculation	52	(2)
The Bottom Line	54	(1)
When Inoculation Is Impossible	54	(1)
Manager's Checklist for Chapter 3	55	(2)
Preparation Part One: Stakeholders, Constituents, and Interests	57	(13)
Shooting from the Hip	57	(1)
Unplanned Negotiations	58	(1)
Surprises	58	(1)
What Does Preparation Mean?	59	(1)
Looking Inside Yourself	60	(1)
Understanding the Subject Matter	61	(1)
Internal Negotiation	62	(1)
Preparing Other Parties	63	(2)
Juggling Conflicting Agendas	65	(1)
Strengthening and Weakening BATNAs	66	(1)
Reasons to Prepare for Negotiation	67	(1)
Manager's Checklist for Chapter 4	68	(2)
Preparation Part Two: Developing a Strategy Using Interest Mapping	70	(14)
Making Assumptions	70	(1)
Interested Parties	71	(1)
Stakeholders	72	(1)
Create Your Interest Map	72	(1)
Record Your Assumptions About Stakeholders' Interests	73	(2)
Don't Go It Alone	75	(1)
Low-Cost Solutions	76	(2)
How to Use Interest Maps	78	(1)
Using Your Interest Map in Negotiation	79	(1)
Be Prepared for Hot Buttons	79	(1)
Donut Hole Interest Maps	80	(1)
After the Negotiation	81	(1)
Be Prepared!	82	(1)
Manager's Checklist for Chapter 5	82	(2)
Communication: Key to Effective Negotiating	84	(12)
Preparation Put to Use	84	(1)
Communicating to Influence	85	(2)
Active Listening	87	(5)
Communicating with Difficult People	92	(1)
Reframing	93	(1)
What Is Your Point?	94	(1)
Communicating Information	94	(1)
Manager's Checklist for Chapter 6	95	(1)
Emotions: Dealing with Ourselves and Others	96	(12)
Do Emotions Belong in Negotiation?	96	(1)
Recognizing and Prioritizing Emotions	97	(1)
Surprise	98	(1)
Are You Negotiating to Solve a Problem or Have a Fight?	99	(1)
Confidence-Building Measures	100	(1)
Only One Person Can Get Angry at a Time	101	(1)
Reacting to Emotional Outbursts	102	(1)
De-escalation	103	(1)
Healing Relationships	104	(1)
Dealing with Difficult People	105	(1)
Bullies	105	(1)
Expressing Emotions Is Not Bad Negotiating	106	(1)
Manager's Checklist for Chapter 7	106	(2)
Dealing with Annoyance and Leveling the Playing Field	108	(17)
Myths	108	(5)
Psychological Games	113	(1)
Giving or Taking Offense	114	(1)
Controlling the Board	115	(1)
Physical Set-Up	116	(1)
Building Confidence in Your Counterpart	116	(2)
I Understand You, But That Doesn't Mean I Agree with You	118	(1)
Expectations	119	(3)
Early Wins Can Be Traded Away Later	122	(1)
Level Playing Field	122	(1)
Manager's Checklist for Chapter 8	123	(2)
Globalism Starts at Home: Cross-Cultural Issues	125	(13)
Nationality Is Not the Only Difference	125	(1)
Internal Negotiation	126	(2)
Bringing Tribes Together	128	(1)
You Can't Tell a Book by Its Cover	129	(1)
Negotiation Choreography	130	(1)
When Yes Means No	131	(1)
Offense as a Cultural Barrier	132	(1)
Overcoming Cultural Obstacles	132	(3)
Can I Depend on Them?	135	(1)
Don't Get Hung Up on Style	136	(1)
Manager's Checklist for Chapter 9	137	(1)
Creativity and Bargaining Chips	138	(14)
Single-Issue Negotiating	138	(1)
Multi-Issue Negotiations	139	(1)
The Value Creation Curve	140	(2)
Value Versus Price	142	(1)
Don't Dictate Value	143	(2)
Separating People from the Problem	145	(1)
Healing Relationships	145	(2)
Check the Appeal of Creative Elements---One by One	147	(1)
Don't Hog the Credit	147	(1)
Confirming Mutual Understanding	148	(1)
Open Your Mind and Expand the Possibilities	149	(1)
Manager's Checklist for Chapter 10	149	(3)
The Negotiation Process	152	(19)
Agenda Setting	153	(3)
Building Confidence and Comfort	156	(1)
Utilizing Your Interest Map	157	(1)
Bargaining	158	(3)
Building Long-Term Commitment	161	(1)
Objective Criteria	162	(1)
ZOPA	163	(1)
Expectations and Concessions	164	(1)
Compromise	165	(1)
Collaboration	165	(1)
Multitasking	166	(1)
It's Not Over Until It's Over	167	(1)
Not Rocket Science	168	(1)
Manager's Checklist for Chapter 11	168	(3)
The Seven Pillars of Negotiational Wisdom	171	(18)
Paying Attention to Priorities	171	(1)
Relationship	172	(4)
Interests	176	(2)
BATNA	178	(1)
Creativity	179	(2)
Fairness	181	(1)
Commitment	182	(2)
Communication	184	(1)
Foundation of the Seven Pillars	185	(1)
Manager's Checklist for Chapter 12	186	(3)
Index	189