Best Practice Workplace Negotiations

Table of contents

1. Cover Page
2. Title Page
3. Copyright Page
4. Contents
5. About This Course
6. How to Take This Course
7. Introduction
8. Pre-Test
9. 1 Negotiations in the Contemporary Workplace
   1. Negotiation Defined
   2. The Importance of Negotiating Skills
   3. The Negotiating Process
   4. A Case Example
   5. Recap
   6. Review Questions
10. 2 Two Different Approaches: Win-Lose 15 and Win-Win
    1. Win-Lose
    2. Win-Win
    3. Lose-Lose Situations
    4. Recap
    5. Review Questions
11. 3 Basic Tools
    1. Alternatives
       1. Complications
       2. Strengthen Your Alternatives
    2. Reserve Price
       1. Make Your Reserve Price Realistic
       2. The Reserve “Point”
    3. Area of Agreement
    4. Recap
    5. Review Questions
12. 4 Preparation
    1. Identify Interests
    2. Look for Value-Creating Trades
    3. Gather Relevant Facts
    4. Determine Alternatives and Reserve Price
       1. Think Outside the Box
       2. What About the Other Party?
    5. Learn About the Other Negotiator(s)
    6. Recap
    7. Review Questions
13. 5 Pay Attention to the Preliminaries
    1. Get the Other Side to the Table
       1. Interests
       2. Sweeteners
       3. Alternatives Again
       4. Let the Situation “Ripen”
    2. Create an Appropriate Setting
    3. Pay Attention to Cultural Differences
       1. Low- and High-Context Cultures
       2. Personal Space
    4. Listen and Learn
       1. Open-Ended Questions
       2. Clarifying Questions
    5. Determine Where Best to Begin
       1. Option 1: Begin with the Easy Issues
       2. Option 2: Agree First on General Principles
       3. Option 3: Begin with the Most Difficult Issues
    6. Recap
    7. Review Questions
14. 6 Persuasion
    1. An Essential Skill
    2. The Foundation of Persuasion
       1. Trust
       2. Understanding Others
       3. A Credible Case
       4. The Language of Persuasion
    3. Recap
    4. Review Questions
15. 7 Practical Tactics
    1. Frame the Issue Your Way
    2. Set an Anchor
    3. Use Time to Your Advantage
       1. The Exploding Offer
    4. Offer a Package or Options
       1. Identify Options that Address Differences
    5. Make Concessions Wisely
       1. Don’t Be Too Quick
       2. Never Concede Anything of Critical Value
       3. Insist on Proportionality
    6. Close the Deal
    7. Recap
    8. Review Questions
16. 8 The Human Side of Negotiating Tactics
    1. Be Assertive in Pursuit of Your Interests
    2. Understand the Role of Respect and Self-Esteem
    3. Prepare to Handle Difficult People
       1. The Aggressive Bargainer
       2. The “Take It or Leave It” Negotiator
    4. Deal with Power Imbalances
       1. Concentrate on Interests, Not Power
       2. Join Forces with Like-Minded Parties
       3. Improve Your BATNA
    5. Keep Learning
    6. The Role of Attitude and Personal Preferences
    7. Recap
    8. Review Questions
17. 9 Common Errors Made by Negotiators
    1. Overconfidence
    2. Irrational Expectations
    3. Trying to Win at Any Cost
    4. Give Relationships Adequate Attention
    5. Recap
    6. Review Questions
18. Bibliography
19. Glossary
20. Online Resources
21. Post-Test
22. Index
23. Footnote
    1. Chapter fm06