Negotiators Handbook : The Complete Guide to Winning Tactics in Planning and Executing Your Objectives

by Fuller, George

• ISBN13: 9781578661039
• ISBN10: 157866103X
• Format: Hardcover
• Copyright: 2000-10-01
• Publisher: Bbs Pub Corp

Summary

This complete guide to winning negotiating tactics uses real situations and dialogue to show how to argue without hostility, size up your adversaries, leave your options open, and so much more. Now you can stop the other party from getting the upper hand by keeping sight of your own main objectives. Here is the first complete, comprehensive resource that demonstrates every facet of the negotiation process from prenegotiation planning to postnegotiation analysis. With this indispensible tool, you will never get outflanked again.

Table of Contents

Introduction	v
PART I PLANNING FOR NEGOTIATIONS
Pre-Negotiation Planning	3	(20)
Win/Win: Why Being Nice Doesn't Mean Being Naive	4	(1)
Why Anyone Can Negotiate from a Position of Strength	5	(2)
Assessing Negotiation Alternatives to Avoid Bad Deals	7	(1)
Establishing a Flexible Response Strategy	8	(2)
Structuring Your Offer to Give You Flexibility	10	(1)
Deciding What You Can Concede to Reach Agreement	11	(2)
The Need to Set Negotiation Limits	13	(1)
Avoiding the Trap of Negotiation ``Labels''	13	(1)
Evaluating Your Negotiation Skills	14	(1)
How to Handle Non-Negotiable Items	15	(2)
Twelve Essentials for Written Proposals	17	(2)
The Best Way to Propose a Different Approach	19	(1)
Deciding What You Want and How Badly You Want It	20	(1)
When Not to Negotiate---And Be Glad You Didn't	21	(2)
Establishing Your Negotiation Objectives	23	(15)
Putting Your Negotiation Objective Together	23	(1)
Ten Topics to Cover When You Plan Your Objective	24	(1)
Ways to Turn a Weak Position into a Strong One	25	(3)
Planning How to Give a Little to Get a Lot	28	(1)
Looking at Long-Term Aspects of Proposed Agreements	28	(1)
The Pitfalls of Negotiation Teams	29	(1)
Effective Methods for Picking Negotiation Team Members	30	(2)
The Qualities to Look for in a Negotiation Team Leader	32	(1)
How to Pick the Best Negotiator for the Circumstances	33	(1)
Tips on Briefing Your Negotiation Team	34	(1)
Orchestrating Multi-Party Negotiations	35	(3)
Analyzing Your Opponent's Position	38	(15)
Assessing Your Opponent's Game Plan	39	(1)
Sorting Your Goals from Your Opponent's	40	(1)
Six Criteria for Sizing Up the Opposition	41	(1)
The Need to Search for Hidden Objectives	42	(1)
Establishing Your Adversary's Negotiation Authority	43	(1)
Identifying the Behind-the-Scenes Decision-Makers	44	(2)
Ways to Research Your Adversary	46	(2)
Evaluating the Overall Negotiating Climate	48	(1)
Using Role Playing to Prepare for Confrontation	49	(4)
PART II NEGOTIATION FUNDAMENTALS
Crucial Communication Skills for Negotiators	53	(18)
Communicating Clearly to Avoid Costly Mistakes	53	(1)
What You Can Learn by Just Listening	54	(2)
Recognizing and Using the Power of Silence	56	(1)
Interpreting Verbal and Non-Verbal Clues	57	(2)
Exercising Control Over the Signals You Send	59	(2)
Why Losing Your Cool Can Cost You Money	61	(1)
Working to Eliminate Self-Defeating Behavior	62	(1)
Ways to Overcome Communication Roadblocks	63	(1)
Building Trust to Break Down Resistance	64	(1)
Learning How to Ask Key Questions	65	(1)
Effective Ways to Pin Down Vague Answers	66	(1)
Six Tactics to Make Your Arguments More Effective	67	(1)
Pinpointing the Reason Why You're Being Ignored	68	(1)
Four Ways to Get Attention	68	(2)
The Keys to Positive Persuasion	70	(1)
Fundamentals for Successful Negotiations	71	(15)
Adapting Your Negotiation Style to Your Personality	71	(2)
Assessing the Opposition's Negotiating Style	73	(1)
The Need for ``Double-Pronged'' Knowledge	74	(2)
Techniques for Justifying and Getting a High Price	76	(1)
How to Overcome Anyone's Price Objections	76	(2)
How to Cut a Big Price into Small Parts	78	(1)
Turning High Prices into Bargain Basement Buys	79	(1)
Selling ``Negative Net Cost'' Instead of Price	80	(1)
How to Wrap Problem Pieces into a Palatable Package	81	(1)
When to Say ``No'' with Minimum Impact	82	(1)
How to Win Later by Losing Now	83	(1)
Ways to Be Prepared for the Unexpected	84	(1)
Negotiating Terms That Guarantee Success---Or Minimize Failure	85	(1)
Standard Negotiation Strategies	86	(16)
Win/Win Strategy: Its Pluses and Minuses	86	(2)
Stonewalling: How to Avoid Its Frustrations	88	(1)
Whittling Away at Stonewalling Tactics	89	(1)
The Good Samaritan Approach	90	(1)
Take It or Leave It Types: Finessing Them into Negotiating	91	(1)
Splitting the Difference and Its Pitfalls	92	(2)
Piece by Piece---The Nickel and Dime Approach	94	(1)
Managing Issues So the Fight Is on Your Turf	95	(1)
Valid Reasons for Negotiating Ambiguous Conditions	96	(2)
Sure-fire Ways to Keep from Being Snookered	98	(1)
Selecting Your Proper Strategic Approach	98	(1)
Position of Strength Techniques	99	(1)
Why Flexible Response Negotiating Is Necessary	100	(2)
Common Negotiation Techniques	102	(19)
How to Halt the Good Cop/Bad Cop Caper	102	(2)
Changing Tactics by Adding or Deleting Options	104	(2)
Using Surprise as a Negotiating Tool	106	(1)
Making a Weak Negotiating Position an Advantage	107	(2)
Avoiding Getting Locked into an Ego Contest	109	(1)
Coping with Hardball Tactics	110	(2)
Parrying the ``Pity Me'' Gimmick	112	(3)
The Proper Method for Proposing Trade-Offs	115	(2)
Simple Steps to Overcome Deadlocks	117	(1)
When You Should Give Away Secrets---On Purpose	118	(1)
How Nibble---Nibble---Nibble---Gets Results	119	(2)
The Nuances of Negotiation Meetings	121	(14)
Why Where You Negotiate Influences the Results	121	(1)
The Importance of a Home Court Advantage	122	(2)
Minimizing the ``Home Court'' Edge on Enemy Turf	124	(1)
When It's Best to Negotiate on Neutral Ground	125	(1)
Tips for Switching Negotiation Sites in Midstream	126	(1)
Using Meeting Room Logistics to Your Advantage	127	(1)
Who and What to Bring When You're on the Road	128	(1)
The Importance of Setting a Meeting Agenda	129	(1)
The Best Way to Start a Negotiation Meeting	130	(1)
Nine Steps for a Successful Negotiation Session	131	(1)
How to Dominate Meetings Without Anyone Realizing It	132	(1)
The Pitfalls of Phone Negotiations	133	(2)
Basic Negotiation Table Tactics	135	(22)
Assessing the Other Negotiator's Clout	135	(5)
Using Personal Public Relations to Score Points	140	(1)
Avoiding Personal Criticism While Taking a Firm Approach	141	(1)
Arguing Effectively Without Hostility	142	(1)
Countering Your Adversary's Tactics	143	(1)
Searching for the Link That Leads to Agreement	144	(1)
Tactics for Keeping Control of the Negotiations	145	(1)
Making Sure Your Negotiation Positions Are Understood	146	(1)
How to Keep the Negotiation in Focus	147	(1)
Using Interruptions to Your Advantage	148	(3)
Sure-Fire Ways to Save Face When You Goof	151	(1)
Strategies for Regrouping When It Isn't Going Your Way	152	(5)
PART III CONDUCTING NEGOTIATIONS
The Negotiating Process from Offer to Acceptance	157	(20)
The ``Hard-Nosed Negotiator'' Myth	157	(1)
Weaving Your Way to Getting---Not Giving---The First Offer	158	(2)
Making Offers and Having Them Stick	160	(1)
Several Ways to Encourage Quick Acceptance of Your Offer	161	(1)
The Pluses and Minuses of a Total Package Offer	162	(2)
Coping with a ``Best and Final'' Offer You Don't Want	164	(2)
Overcoming ``Even Dollar'' Negotiation Hang-Ups	166	(2)
Using the Shock Value of a ``Quick Hit'' Offer	168	(1)
How to Parry Counter-Offers Effectively	169	(2)
When to Withdraw Your Offer	171	(2)
Fact Finding: Supporting Your Position with Paper	173	(1)
Ten Ways to Defend Written Proposal Terms	173	(1)
Making Mid-Course Corrections in Your Objective	174	(1)
Savvy Ways to Give Ground to Get Agreement	175	(2)
Standard Negotiation Ploys	177	(19)
Bluffs: Making Them and Calling Them	177	(2)
Piece by Piece Concessions: The Good and Bad Points	179	(1)
Mirage Concessions: What You See Isn't What You Get	180	(2)
The Pros and Cons of Performance Incentives	182	(2)
Exerting Brinkmanship Without Going Over the Edge	184	(2)
How to Move Ahead by Standing Still	186	(1)
Gaining Ground by Getting Grouchy	187	(2)
Asking for the Moon to Get What You Want	189	(2)
When You Should Lowball Your Demands	191	(2)
Using the Old ``Divide and Conquer'' Saw	193	(1)
How to Trade-Off Slush for Silver	194	(2)
Countering Negative Negotiation Tactics	196	(16)
What Evasion Should Be Telling You	197	(1)
Sure-Fire Ways to Bring Moving Target Offers to a Halt	198	(3)
Tactics for Countering Interruptions	201	(2)
How to Contend with Bullying Tactics	203	(1)
Counterattacking Intimidating Behavior	204	(2)
Knowing When to Pounce on an Opponent	206	(1)
Turning Theats to Your Advantage	207	(2)
How to Enjoy Playing a Broken Record	209	(2)
Why Booze and Bargains Don't Mix	211	(1)
Negotiations Pointers for Special Situations	212	(20)
Bargaining with Banks---It's Not as Hard as You Think	213	(1)
Simple Strategies for Negotiating a Loan	214	(2)
Labor Union Negotiations---Seeking the Middle Ground	216	(1)
Parrying Salary Demands and Other Personnel Issues	217	(3)
Negotiating with Federal, State, and Local Governments	220	(2)
The Nuances of International Negotiations	222	(1)
Special Aspects of Real Estate Negotiations	223	(1)
Hiring Experts---Agreements That Should Be Pinned Down	224	(2)
Bargaining with Agents and Other Third Parties	226	(2)
Negotiating with Suppliers for Long-Term Success	228	(1)
How to Offset Being Viewed as a ``Small Potatoes'' Supplier	229	(1)
Dealing with Customers So They'll Return	229	(1)
Tools for Negotiating Budget Requests	230	(2)
How to Keep Negotiations from Stalling	232	(12)
Inventing Options When You Don't Have Any	232	(2)
Making Last Minute Concessions to Get Agreement	234	(2)
Shifting Gears to Reach Final Agreement	236	(1)
Overcoming the Last Minute Offer Withdrawal	236	(2)
How to Fend-Off Non-Negotiable Demands	238	(1)
Six Approaches for Getting Through to the Decision Maker	239	(1)
Tactics for Controlling ``Expert'' Intruders	240	(1)
Establishing Deadlines to Move a Deal Along	241	(1)
Why Deadlines Hinge Upon Your Alternatives	242	(1)
Employing ``Power Plays'' to Apply Pressure	243	(1)
Techniques for Closing Negotiations	244	(13)
Knowing When to Quit While You're Ahead	244	(1)
Negotiating Terms to Get Later What You Can't Get Now	245	(1)
Why Negotiators Sometimes Go Beyond Their Limits	246	(1)
How Solving Someone's Problem Can Save the Day	247	(1)
The Importance of Timing in Reaching Agreement	248	(1)
Using Time as Leverage	249	(2)
How to Slice Through Red Tape Bottlenecks	251	(1)
Letting the Other Party Know Your Limit Is Reached	252	(1)
Using Ultimatums as a Last Resort	253	(4)
PART IV POST-NEGOTIATION STRATEGY
What to Do After You Reach Agreement	257	(11)
After the Handshake: Implementing Done Deals	258	(1)
How to Convert Promises into Commitments	258	(1)
Why You Should Offer to Write-Up the Agreement	259	(1)
Pitfalls of Poorly Written Agreements	260	(1)
Twelve Terms Every Agreement Should Have	261	(1)
Coping with Second-Guessers on the Home Front	262	(1)
How to Follow-Up Periodically to Avoid Problems	263	(1)
Five Follow-Up Techniques That Promote Performance	264	(2)
How to Renegotiate a Deal That Goes Sour	266	(1)
Several Steps That Will Justify Redoing Done Deals	267	(1)
Procedures for When You Can't Reach Agreement	268	(9)
How to Leave Your Options Open When There's an Impasse	268	(2)
Tactics for Reopening Negotiations Without Losing Face	270	(1)
When to Walk Away and Be Glad You Did	271	(1)
Negotiation Alternatives: Arbitration and Mediation	272	(1)
What to Do When Agreement Can't Be Reached	273	(1)
Twenty-five General Rules for Negotiation Success	274	(3)
Appendix A Step-by-Step Negotiation Checklist	277	(4)
Index	281