How to execute win-win negotiations every time, in business and in life
Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.
Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.
Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want| Jim Hornickel (Author)| Wiley
Table of Contents
Introduction
Part I THE PEOPLE IN THE PROCESS
Chapter 1. Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T.
Mutuality, Proactivity, R.E.S.P.E.C.T, Mutuality, Proactivity, and R.E.S.P.E.C.T. Summary.
Chapter 2. Reviewing Human Fundamentals
False Self and True Self, Centricities, Reviewing Human Fundamentals Summary.
Chapter 3. Expanding Emotional Intelligence
Self-Awareness, Self-Management, Social Awareness, Managing Relationships, Expanding Emotional Intelligence Summary, Case Study.
Chapter 4. Working with Negotiating Styles
Doer—Task-Oriented, Thinker—Task-Oriented, Talker—People-Oriented, Guardian—People-Oriented, Working with Negotiating Styles Summary, Unfolding Case Study.
Chapter 5. Integrating Six Principles of Ethical Influence
The Principle of Reciprocity, The Principle of Liking, The Principle of Social Proof, The Principle of Authority, The Principle of Consistency, The Principle of Scarcity, Integrating the Six Principles of Influence Summary.
Chapter 6. Dissolving Conflict
Code of Conduct, Conflict Escalation, Conflict De-Escalation, Dissolving Conflict Summary.
Chapter 7. Presenting Your Case
Why People Buy, Image, Productivity, and/or Profitability, Numb—Pain—Ready to Act, Reception Challenges, Doer as Presenter, Thinker as Presenter, Talker as Presenter, Guardian as Presenter, Summary of Behavior Styles as Presenters, Setting Direction—4 A’, Summary of Behavioral Styles 4 A’s Satisfaction Points, Using Your Voice—The 6 P’s, Competence and Confidence, Composed Beginning, Strong Stride, Leader’s Stance, Breathe, Eye Connection, Expressive Face, Body Language and Gestures, Presenting Your Case Summary.
Part II THE NEGOTIATING PROCESS
Chapter 8. Understanding Negotiation Fundamentals Negotiation Fundamentals, Assumptions, Information Is Power, Disclosure Establishes Trust, Overly Competitive = Lose-Lose, Trading Value—Concessions, Creative Thinking, Understanding Negotiation Fundamentals Summary.
Chapter 9. Creating Range and Alternatives
Wish, Starting Point, “Who Names the Number First?”, Bottom Line, BATNA—Best Alternative to a Negotiated Agreement, WATNA—Worst Alternative to a Negotiated Agreement, Creating Range and Alternatives Summary.
Chapter 10. Concretizing “Why,” “What,” and “How”
Why, What, and How, Concretizing Why, What, and How Summary.
Chapter 11. Preparing for Your Session
Uniting Your Team, Preparing for Your Session Summary.
Chapter 12. Discovering All Sides
Discovery Phase, Skills for Use in Discovery, Discovery Phase Summary.
Chapter 13. Checking In Before Moving On
Check-in Phase, Check In Before Moving On Summary.
Chapter 14. Trading for Mutual Gain
Trade Phase, Trading for Mutual Gain Summary.
Chapter 15. Evaluating for Improvement
Evaluate Phase, Evaluating for Improvement Summary.
Chapter 16. Disposing of Tactics
Exposing Tactics, The Use of Tactics, Disposing of Tactics Summary.
Chapter 17. Practicing for Life
Appendix
Index
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