The streetsmart negotiator : how to outwit, outmaneuver, and outlast your opponents
To win at the game of business, you've got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world's top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. 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
1 online resource (xii, 194 pages) : illustrations
9780814471982, 9781281126825, 9780814428757, 9786611126827, 0814471986, 1281126829, 0814428754, 6611126821
80242687
Cover
TOC36;Contents
Acknowledgments
Introduction
CH36;One58; The Seven Steps to Agreement
The Seven Step RESPECT Formula
What is Negotiation
The Bargaining Range
CH36;Two58; Step 18212;Ready Yourself
Use Your BATNA to Create Leverage
Identify Interests
List44; Rank44; and Value the Issues
Plan Your Agenda
Determine Your Authority
Plan Your First Offer
Pick Your Team
Devise Your Time Plan
Analyze the Other Party
Plan Your Strategy
Assess Your Appetite for Risk
Manage Your Risks
Strive for Fairness
Beware of Deception
Uncover Deceit
Guard Your Reputation
CH36;Three58; Step 28212;Explore Needs
Establish Your Credibility
Communicate Your Position
Create a Positive Nonverbal Climate
Influence with Questions
Listen to Advantage
Use Persuasive Language
Words That Sell
Use Silence for Advantage
Translate the Meta45;Talk
CH36;Four58; Step 38212;Signal For Movement
How to Signal
CH36;Five58; Step 48212;Probe With Proposals
Use Proposals to Generate Movement
Package Your Proposals
CH36;Six58; Step 58212;Exchange Concessions
Trade for Advantage
Open First63;
Open High63;
Beware the Gender Trap
Slicing the Pie
Enlarging the Pie
Build Momentum
CH36;Seven58; Step 68212;Close the Deal
Manage the Tension
When to Close
The Summary Close
Two More Proven Closes
Consider Contingent Contracts
CH36;Eight58; Step 78212;Tie Up The Loose Ends
Verify What Has Been Agreed
Review Your Performance
CH36;Nine58; Winning Tactics
Choose Your Tactics
Nibble
Add45;On
Lack of Authority
Take It or Leave It
Escalation
The Budget Limitation
Good Guy44; Bad Guy
Outrageous Initial Demand
Chicken
Reverse Auction
CH36;Ten58; Persuasion Traps
Smart Negotiator44; Dumb Deal
Trap 158; Over45;Confidence44; Ego44; Hubris
Trap 258; Loss Aversion
Trap 358; Plunging In
Trap 458; Anchoring
Trap 558; Myopia
Trap 658; Frame Blindness
Trap 758; Focusing on Vivid Events
Trap 858; Number Blindness
Trap 958; Irrational Commitment
Trap 1058; Win45;Lose Mindset
Trap 1158; The Lemming Effect
Trap 1258; The Winners Curse
CH36;Eleven58; Electronic Bargaining
Bargaining on the Telephone
Negotiating by E45;Mail
CH36;Twelve58; Plan for Success
How to Plan a Negotiation
The Mills One45;Page Planner
Appendixes
Appendix A46; Assess Your Bargaining Style
Appendix B46; Checklist of Body Language Gestures
Appendix C46; Checkpoints58; Steps 1 to 78212;The RESPECT Model
Appendix D46; Recommendations for Further Reading
Notes
IDX36;Index
About the Author
Last Page
English