book

Best Practice Workplace Negotiations

by Richard A Luecke

March 2010

Intermediate to advanced

162 pages

4h 16m

English

AMA Self-Study

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Negotiation DefinedThe Importance of Negotiating SkillsThe Negotiating ProcessA Case ExampleRecapReview Questions
Win-LoseWin-WinLose-Lose SituationsRecapReview Questions

AlternativesComplicationsStrengthen Your AlternativesReserve PriceMake Your Reserve Price RealisticThe Reserve “Point”Area of AgreementRecapReview Questions
Identify InterestsLook for Value-Creating TradesGather Relevant FactsDetermine Alternatives and Reserve PriceThink Outside the BoxWhat About the Other Party?Learn About the Other Negotiator(s)RecapReview Questions
Get the Other Side to the TableInterestsSweetenersAlternatives AgainLet the Situation “Ripen”Create an Appropriate SettingPay Attention to Cultural DifferencesLow- and High-Context CulturesPersonal SpaceListen and LearnOpen-Ended QuestionsClarifying QuestionsDetermine Where Best to BeginOption 1: Begin with the Easy IssuesOption 2: Agree First on General PrinciplesOption 3: Begin with the Most Difficult IssuesRecapReview Questions
An Essential SkillThe Foundation of PersuasionTrustUnderstanding OthersA Credible CaseThe Language of PersuasionRecapReview Questions
Frame the Issue Your WaySet an AnchorUse Time to Your AdvantageThe Exploding OfferOffer a Package or OptionsIdentify Options that Address DifferencesMake Concessions WiselyDon’t Be Too QuickNever Concede Anything of Critical ValueInsist on ProportionalityClose the DealRecapReview Questions
Be Assertive in Pursuit of Your InterestsUnderstand the Role of Respect and Self-EsteemPrepare to Handle Difficult PeopleThe Aggressive BargainerThe “Take It or Leave It” NegotiatorDeal with Power ImbalancesConcentrate on Interests, Not PowerJoin Forces with Like-Minded PartiesImprove Your BATNAKeep LearningThe Role of Attitude and Personal PreferencesRecapReview Questions
OverconfidenceIrrational ExpectationsTrying to Win at Any CostGive Relationships Adequate AttentionRecapReview Questions
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