The Fast Forward MBA in Negotiating and Deal Making

by Roy J. Lewicki; Alexander Hiam

• ISBN13: 9780471256984
• ISBN10: 0471256986
• Format: Paperback
• Copyright: 1999-01-01
• Publisher: Wiley

Summary

The Fast Forward MBA in Negotiating and Deal Making brings you the information you need when you need it most-now! This practical, easy-to-use guide gives you instant access to the cutting-edge ideas and hard-won wisdom of today's leading experts on negotiation and deal making. In short, lively segments using real-world examples, it delivers the facts you need to navigate complex negotiation issues. You'll find brief descriptions of key concepts, tips on real-world applications, compact case studies, advice from respected negotiators, and warnings on how to avoid pitfalls. Here are all the tools you need to finesse the art of the deal. You'll learn about: * The four driving forces that you must know in any strategic negotiation * How to turn your personal qualities into negotiating power * The best ways to prepare for-and master-all negotiation situations * When to compete, when to collaborate, and when to compromise * And much more From the creators of the bestselling Portable MBA series comes The Fast Forward MBA . . . * A quick way to brush up on new ideas * An easy-to-use format that fits in any briefcase * Real-world information that you can put to use now!

Table of Contents

PREFACE	xvii
CHAPTER 1--CONFLICT	1	(22)
Conflicts Are Everywhere if You Know Where to Look	1	(1)
The Hidden Influence of Conflicts at Work	2	(1)
Who Won? You, Them--or Both?	3	(3)
Classic Negotiating Games May Be Unhealthy	6	(1)
Taming Your Emotions	7	(1)
The Importance of Good Communication	8	(1)
Assessing Your Reactions to Conflict	9	(4)
What Did You Learn about Yourself?	13	(1)
Roadblock #1: They Refuse to Negotiate	13	(1)
Roadblock #2: They Only Care about Price	14	(1)
Roadblock #3: They Play Dirty	15	(2)
Roadblock #4: They Engage in Difficult Behavior	17	(3)
The Five Steps	18	(1)
Managing Conflict with a Difficult Person	18	(1)
Four Benefits of Successful Conflict Resolution	19	(1)
End Point	20	(3)
CHAPTER 2--THE NEGOTIATION GAME	23	(22)
Negotiation Is Everywhere	23	(4)
Negotiation Is a Game	27	(1)
The Negotiation Game Has Stages and Phases	28	(5)
Stage 1: Preparation	29	(2)
Stage 2: Opening	31	(1)
Stage 3: Bargaining	31	(1)
Stage 4: Closing and Implementation	32	(1)
The Players in the Game	33	(11)
Negotiating with Yourself	33	(1)
Negotiating with an Opponent	34	(2)
Negotiating through Agents	36	(2)
Rules for Negotiating through an Agent	38	(1)
Negotiating in Groups and Teams	39	(1)
Managing Group Negotiations	40	(2)
Steps in Moderating the Group Process	42	(2)
End Point	44	(1)
CHAPTER 3-YOUR NEEDS AND INTERESTS	45	(22)
Search Your Feelings	45	(1)
Good Negotiators Don't Fly by the Seat of Their Pants	45	(3)
Your Side of the Story	48	(1)
The Situation Is Like a Tree-Strand Rope	48	(1)
What Are Your Goals?	48	(3)
Prioritize Your Goals	51	(1)
Bargaining Range	51	(2)
Alternatives	53	(1)
What Are Your Underlying Interests?	54	(2)
Align Your Interests, and the Rest Is Easy	56	(1)
What Resources Can You Bring to Bear?	57	(1)
Have You Been Here Before?	58	(1)
How Do You Behave?	58	(1)
What Are Your Beliefs about Negotiation?	59	(1)
Who Can You Trust--and Who Trusts You?	59	(1)
Who's in Charge of What?	60	(2)
Should Your Strategy Be Firm or Flexible?	62	(1)
What Does Who You Are Have to Do with What You Must Do?	62	(1)
End Point	63	(4)
CHAPTER 4--THE OTHER PLAYERS	67	(16)
Stepping Outside Yourself	68	(1)
What Do They Want?	68	(1)
Make Opportunities to Study Other Players	68	(1)
To Understand Opponents, Think and Feel as They Do	69	(2)
Plan the Other Party's Negotiation	71	(2)
Spy versus Spy?	73	(1)
Do Some Research	73	(1)
What to Research	74	(7)
Their Objectives	74	(1)
Their Interests and Needs	75	(1)
Their Alternatives	76	(1)
Their Resources	77	(1)
Their Reputation, Negotiation Style, and Behavior	77	(1)
Their Authority to Make an Agreement	78	(1)
Their Likely Strategy and Tactics	79	(1)
One to Wish For: Foreknowledge of Their Concessions	80	(1)
Try On Their Shoes	81	(1)
End Point	82	(1)
CHAPTER 5--SIZING UP THE FIELD	83	(24)
Recognizing Power Factors in the Situation	84	(1)
Harnessing the Power of Information	85	(3)
Harnessing the Power of Constituencies	88	(2)
Using Time Wisely	90	(2)
Using the Legitimate Status of Customs and Rules	92	(1)
Using Positional Power	93	(1)
Consider the Alternatives	94	(1)
Using Your Personal Power	95	(2)
Persuasiveness	96	(1)
Persistence	96	(1)
Personal Integrity	97	(1)
Precedent	97	(1)
Choosing the Site for Negotiation	98	(1)
Configuring the Site	99	(1)
Schedules and Agendas	100	(1)
Relationships	100	(3)
Personalities	103	(1)
Gender Differences	104	(1)
End Point	105	(2)
CHAPTER 6--CHOOSING YOUR GAME	107	(16)
Good News: You've Done Your Homework	107	(1)
Choosing Your Game	108	(1)
Need an Instant Answer?	109	(5)
Examining Relationship Concerns	109	(5)
Outcome Concerns	114	(1)
The Five Negotiating Games	114	(2)
What Game Will They Play?	116	(1)
Advanced Selection Criteria	116	(6)
Situation	118	(1)
Preferences	118	(1)
Experience	119	(1)
Style	119	(1)
Perceptions and Experience	119	(3)
Can You Choose "No Strategy"?	122	(1)
End Point	122	(1)
CHAPTER 7--THE COMPETITIVE GAME	123	(26)
Take as Much as You Can	124	(1)
The Risks of Competition	124	(2)
Are You Forcing Others to Compete?	126	(1)
How to Set Your Bargaining Range	127	(3)
Do You Have a BATNA?	130	(4)
Suggestions for Defining Your Bargaining Range	131	(1)
Do You Have Multiple Issues?	132	(1)
Do You Know Your Costs?	133	(1)
Are Their Costs Higher? Aha!	133	(1)
Did You Remember to Do Your Homework?	133	(1)
How Tough Is Your Opening Position?	134	(1)
Setting a Tone at the Opening	134	(1)
Have You Planned Your Concessions?	135	(1)
Do You See a Pattern to Their Concessions?	135	(1)
Is the Concession Pattern Irregular?	136	(1)
Competitive Rules of Thumb	136	(1)
Sending and Reading Commitment Signals	137	(1)
Avoid Commitment Gridlock	138	(1)
Final Offers	139	(1)
How to Get Out of a Commitment	139	(1)
Using Tactics	140	(1)
Want to Play Hardball?	141	(3)
The Good Guy/Bad Guy Tactic	142	(1)
The Highball/Lowball Tactic	143	(1)
The Bogey	143	(1)
The Nibble	143	(1)
Playing Chicken	144	(1)
The Power of Coercion	144	(1)
Tactical Uses of Time	144	(2)
Manipulating the Other Party's Impression of Your Concerns	146	(1)
Are You Prepared to Cope with Tough Tactics?	147	(1)
End Point	147	(2)
CHAPTER 8--THE COLLABORATIVE GAME	149	(22)
Do You Want to Build the Relationship?	150	(1)
When Collaboration Is Key	150	(1)
A Foundation of Trust	151	(1)
Honesty Is the Key	151	(1)
Keys to Successful Collaboration	152	(1)
Can I Help You Get What You Want?	152	(1)
Become a Collaborative Problem Solver	153	(1)
Obstacles to Collaboration	153	(1)
Are You Serious about Collaboration?	154	(1)
Pay Attention to the Soft Stuff	154	(1)
Are You Ready to Make Concessions?	155	(1)
Use Time as a Resource, Not a Weapon	155	(1)
A Four-Step Process	155	(9)
Step 1: Identify the Problem	155	(1)
Be Creative	156	(1)
Step 2: Understand the Problem	156	(1)
Collaborators Must Stand on Shifting Ground	157	(1)
Step 3: Generate Alternative Solutions	157	(4)
Prioritize the Options and Reduce the List	161	(1)
Step 4: Select a Solution	162	(2)
You Can Always Change Your Mind	164	(1)
Secrets of Successful Collaboration	164	(2)
Don't Go Too Far	166	(1)
How and Why to Build Trust	166	(1)
Obstacles to Achieving Good Collaboration	166	(1)
What If There's a Breakdown?	167	(1)
Collaborative Negotiation with Your Boss	168	(2)
End Point	170	(1)
CHAPTER 9--THE COMPROMISE GAME	171	(16)
When to Compromise	172	(1)
Compromises Are Also a Compromise of Styles	172	(1)
You Get What You Pay For	173	(1)
Compromising Compared to Competition	174	(1)
Winning Compromise Tactics	175	(3)
Fixing a Stalled Compromise	178	(1)
The Reciprocity Trap	179	(1)
The Commitment Trap	179	(2)
How Social Proof Leads to Commitment	181	(1)
When Liking Colors Judgment	182	(1)
When Authority Leads to Compliance	182	(1)
When Scarcity Colors Judgment	182	(1)
Compromising with the Boss	183	(2)
Responding to a Boss's Impossible Request	185	(1)
The Power of the "Yes, and" Response	185	(1)
End Point	186	(1)
CHAPTER 10--THE ACCOMMODATING AND AVOIDING GAMES	187	(12)
Accommodating: Let's Lose to Win!	188	(2)
When to Accommodate	190	(1)
Now for the Bad News	191	(1)
End Point	191	(1)
Avoiding: When a Lose-Lose Is Best	192	(1)
End-Running the Risks of Avoidance	193	(1)
Options Make Avoidance More Appealing	194	(1)
Pick Your Battles	194	(2)
Passive or Active Avoidance?	196	(1)
Ways to Benefit from Avoidance	197	(1)
End Point	198	(1)
CHAPTER 11--AVOIDING LEGAL AND ETHICAL PITFALLS	199	(20)
Legal Constraints on Negotiation	200	(1)
Is It Fraud?	201	(1)
The Law May Assume You Know the Truth	202	(1)
Is It Misrepresentation?	203	(1)
Does Contract Law Apply?	204	(2)
Employee Negotiation Traps	206	(1)
Customer Negotiation Traps	207	(1)
Ethics in Negotiation	208	(3)
The White Lie in Competitive Negotiating	208	(2)
Three Major Views of Ethical Conduct	210	(1)
Examples of Unethical Tactics	211	(4)
Moderate Tactics	211	(1)
More Troublesome Tactics	212	(1)
Extremely Troublesome Tactics	213	(2)
How People Justify Unethical Tactics	215	(1)
End Point	216	(3)
CHAPTER 12-DEALS IN A LIFETIME	219	(22)
Deal 1: Buying a Used Car	219	(4)
Deal 2: Buying a New Car	223	(3)
Deal 3: Planning a Wedding	226	(3)
Deal 4: Negotiating a New Job with a Large Company	229	(3)
Deal 5: Negotiating a New Job with a Small Company	232	(2)
Deal 6: Negotiating a Raise	234	(3)
Deal 7: Buying a House through an Agent	237	(3)
Deal 8: Negotiating a Home Repair Contract	240	(1)
End Point	241	(1)
NOTES	241	(12)
INDEX	253