Negotiation

Table of contents

1. The Harvard Business Essentials Series
2. Title Page
3. Copyright Page
4. Table of Contents
5. Introduction
6. 1 - Types of Negotiation
   1. Distributive Negotiation
   2. Integrative Negotiation
   3. Multiple Phases and Multiple Parties
   4. Summing Up
7. 2 - Four Key Concepts
   1. Know Your BATNA
   2. Reservation Price
   3. ZOPA
   4. Value Creation Through Trades
   5. Summing Up
8. 3 - Preparation
   1. Step 1: Consider What a Good Outcome Would Be for You and the Other Side
   2. Step 2: Identify Potential Value Creation Opportunities
   3. Step 3: Identify your BATNA and Reservation Price, and Do the Same for the Other Side
   4. Step 4: Shore Up Your BATNA
   5. Step 5: Anticipate the Authority Issue
   6. Step 6: Learn All You Can About the Other Side’s People and Culture, Their Goals, and How They’ve Framed the Issue
   7. Step 7: Prepare for Flexibility in the Process—Don’t Lock Yourself into a Rigid Sequence
   8. Step 8: Gather External Standards and Criteria Relevant to Fairness
   9. Step 9: Alter the Process in Your Favor
   10. Summing Up
9. 4 - Table Tactics
   1. Getting the Other Side to the Table
   2. Making a Good Start
   3. Tactics for Win-Lose Negotiations
   4. Tactics for Integrative Negotiations
   5. General Tactics: Framing and Continual Evaluation
   6. Summing Up
10. 5 - Frequently Asked Tactical Questions
    1. FAQs About Price
    2. FAQs About Process
    3. FAQs About People Problems
11. 6 - Barriers to Agreement
    1. Die-Hard Bargainers
    2. Lack of Trust
    3. Informational Vacuums and the Negotiator’s Dilemma
    4. Structural Impediments
    5. Spoilers
    6. Differences in Gender and Culture
    7. Difficulties in Communication
    8. The Power of Dialogue
    9. Summing Up
12. 7 - Mental Errors
    1. Escalation
    2. Partisan Perceptions
    3. Irrational Expectations
    4. Overconfidence
    5. Unchecked Emotions
    6. Summing Up
13. 8 - When Relationships Matter
    1. Why Relationships Matter
    2. How Perceptions of Relationship Value Affect Negotiations
    3. Doing It Right
    4. Summing Up
14. 9 - Negotiating for Others
    1. Independent Agents
    2. Non-Independent Agents
    3. Agency Issues
    4. Summing Up
15. 10 - Negotiation Skills
    1. Continuous Improvement
    2. Negotiating as an Organizational Capability
    3. What Makes an Effective Negotiator?
    4. Summing Up
16. APPENDIX - Useful Implementation Tools
17. Notes
18. Glossary
19. For Further Reading
20. Index
21. About the Subject Adviser
22. About the Writer