The Streetsmart Negotiator: How to Outfox, Outmaneuver, and Outlast Your Opponents

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AMACOM, 2005 - 207 strani
To win at the game of business, youOCOve got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the worldOCOs top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. YouOCOll learn how to: * plan an agenda * analyze the other party * avoid falling for typical persuasion tactics* counter negative moves* package proposals that generate movement* effectively exchange concessions * close the toughest of deals.Featuring a proven seven-step model of real-world negotiation strategies, this straightforward, easy-to-understand book gives you the edge you need to win at the bargaining table."
 

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Vsebina

The Seven Step RESPECT Formula
4
What is Negotiation?
6
The Bargaining Range
8
STEP 1 READY YOURSELF
11
Use Your BATNA to Create Leverage
12
Identify Interests
14
List Rank and Value the Issues
16
Plan Your Agenda
18
The Summary Close
96
Two More Proven Closes
98
Consider Contingent Contracts
100
STEP 7 TIE UP THE LOOSE ENDS
103
Verify What Has Been Agreed
104
Review Your Performance
106
WINNING TACTICS
109
Choose Your Tactics
110

Determine Your Authority
20
Plan Your First Offer
22
Pick Your Team
24
Devise Your Time Plan
26
Analyze the Other Party
28
Plan Your Strategy
30
Assess Your Appetite for Risk
32
Manage Your Risks
34
Strive for Fairness
36
Beware of Deception
38
Uncover Deceit
40
Guard Your Reputation
42
STEP 2 EXPLORE NEEDS
45
Establish Your Credibility
46
Communicate Your Position
48
Create a Positive Nonverbal Climate
50
Influence with Questions
52
Listen to Advantage
54
Use Persuasive Language
56
Words That Sell
58
Use Silence for Advantage
60
Translate the MetaTalk
62
STEP 3 SIGNAL FOR MOVEMENT
65
How to Signal
66
STEP 4 PROBE WITH PROPOSALS
69
Use Proposals to Generate Movement
70
Package Your Proposals
72
STEP 5 EXCHANGE CONCESSIONS
75
Trade for Advantage
76
Open First?
78
Open High?
80
Beware the Gender Trap
82
Slicing the Pie
84
Enlarging the Pie
86
Build Momentum
88
STEP 6 CLOSE THE DEAL
91
Manage the Tension
92
When to Close
94
Nibble
112
AddOn
114
Lack of Authority
116
Take It or Leave It
118
Escalation
120
The Budget Limitation
122
Good Guy Bad Guy
124
Outrageous Initial Demand
126
Chicken
128
Reverse Auction
130
PERSUASION TRAPS
133
Smart Negotiator Dumb Deal
134
OverConfidence Ego Hubris
136
Loss Aversion
138
Plunging In
140
Anchoring
142
Myopia
144
Frame Blindness
146
Focusing on Vivid Events
148
Number Blindness
150
Irrational Commitment
152
WinLose Mindset
154
The Lemming Effect
156
The Winners Curse
158
ELECTRONIC BARGAINING
161
Bargaining on the Telephone
162
Negotiating by EMail
164
PLAN FOR SUCCESS
167
How to Plan a Negotiation
168
The Mills OnePage Planner
169
ASSESS YOUR BARGAINING STYLE
171
CHECKLIST OF BODY LANGUAGE GESTURES
176
CHECKPOINTS STEPS 1 TO 7THE RESPECT MODEL
178
RECOMMENDATIONS FOR FURTHER READING
181
NOTES
185
INDEX
189
ABOUT THE AUTHOR
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O avtorju (2005)

Harry Mills (Lower Hutt, New Zealand) is the author of 17 books on sales, negotiation, and influence, including the bestselling The Seven Step Master Plan. He is also an active consultant whose international clients include IBM, Coopers & Lybrand, Toyota, Unilever, and BMW.

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