Negotiating Skills

by Hindle, Tim

• ISBN13: 9780789424488
• ISBN10: 0789424487
• Format: Paperback
• Copyright: 1999-04-26
• Publisher: DK Publishing, Inc.

Summary

The four new guides in this best-selling series are ideal for managers at every level. These compact references -- the most accessible single-subject business guides on the market -- demonstrate techniques and skills useful in any work environment.

Table of Contents

INTRODUCTION	4	(2)
PREPARING FOR A NEGOTIATION	6	(24)
DEFINING NEGOTIATION	6	(4)
UNDERSTANDING THE PRINCIPLE OF EXCHANGE	10	(2)
IDENTIFYING OBJECTIVES	12	(2)
PREPARING YOURSELF	14	(2)
ASSESSING THE OPPOSITION	16	(4)
CHOOSING A STRATEGY	20	(4)
USING AN AGENDA	24	(2)
CREATING THE RIGHT ATMOSPHERE	26	(2)
USING SEATING PLANS	28	(2)
CONDUCTING A NEGOTIATION	30	(18)
JUDGING THE MOOD	30	(2)
MAKING A PROPOSAL	32	(2)
RESPONDING TO A PROPOSAL	34	(2)
RESPONDING TO PLOYS	36	(4)
UNDERSTANDING BODY LANGUAGE	40	(2)
ESTABLISHING POSITIONS	42	(2)
STRENGTHENING YOUR POSITION	44	(2)
WEAKENING THE OTHER PARTY'S POSITION	46	(2)
CLOSING A NEGOTIATION	48	(22)
TRADING POSITIONS	48	(4)
CHOOSING HOW TO CLOSE	52	(2)
MOVING TO A CLOSE	54	(4)
HANDLING BREAKDOWN	58	(2)
USING A MEDIATOR	60	(2)
GOING TO ARBITRATION	62	(2)
IMPLEMENTING DECISIONS	64	(2)
ASSESSING YOUR ABILITY	66	(4)
INDEX	70	(2)
ACKNOWLEDGEMENTS	72