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Practical Negotiating: Tools, Tactics & Techniques

Book Description

Praise for Practical Negotiating: Tools, Tactics & Techniques

"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."
—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work

"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!"
—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay

"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."
—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful."
—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."
—Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."
—Keith G. Slater, former director of International Development, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."
—Dr. Rita Smith, Dean, Ingersoll Rand University

Table of Contents

  1. Copyright
    1. Dedication
  2. Praise for Practical Negotiating: Tools, Tactics, and Techniques
  3. Acknowledgments
  4. The Need for Negotiation
    1. Conflict in Our Lives
      1. Conflict inside Organizations
      2. Nonproductive Reactions to Conflict
      3. Conflict with Customers
    2. Process of Exchange
    3. Introduction to Planning and Executing the Negotiation
      1. Overview of Section One: Planning the Negotiation
      2. Overview of Section Two: Executing the Negotiation
    4. Audience for Practical Negotiating
      1. Key Points
  5. Planning the Negotiation
    1. Wants and Needs
      1. Win-Win Agreements
      2. Wants versus Needs
        1. Distinguishing between Wants and Needs in Sales Situations
        2. Distinguishing between Wants and Needs in Management Situations
        3. Distinguishing between Wants and Needs in Everyday Situations
      3. Case Analysis
        1. Key Points
      4. Practical Application
    2. Setting Objectives and Determining Positions
      1. Needs and Objectives
      2. Creating a Needs/Objectives Matrix
        1. Needs/Objectives Matrix Example: Loan Processing Crisis
      3. Determining Position and Settlement Range
        1. Position versus Objective
        2. Settlement Range
        3. Key Points
      4. Practical Application
    3. Currencies and Concessions
      1. Currencies of Exchange
        1. Types of Currencies
        2. Creative Currencies Exercise
        3. Categories of Currencies in Negotiation
        4. Currencies in Complex Selling Situations
      2. Concessions
        1. Key Considerations in Making Concessions
        2. The Currencies Triangle
        3. Strategies for Making Concessions
      3. Making Positive Exchanges
        1. Key Points
      4. Practical Application
    4. Power in Negotiation
      1. The Paradox of Power
        1. Perception of Power
      2. The Rule of Power in Negotiation
        1. Power in Alternative Sources
        2. Power in Alternative Currencies
        3. Power in Alternative Skills and Behaviors
        4. Power of the Relationship
        5. Key Points
      3. Practical Application
      4. Case Analysis
      5. Practical Negotiating: Planning Guide—Part 1
        1. Step 1: Determine Wants and Needs
        2. Step 2: Position Development
          1. Analysis of Step 2
        3. Step 3: Currencies/Options
        4. Step 4: Power Assessment
  6. Executing the Negotiation
    1. Negotiation Model: Stages with Critical Tasks
      1. Stages: The Negotiation Process Road Map
        1. Opening Stage
        2. Exploring Stage
        3. Closing Stage
        4. Key Points
      2. Practical Application
    2. Negotiation Styles and Key Skills
      1. The Difference between Negotiation Styles and Skills
      2. Choosing the Best Overall Approach
      3. Negotiation Styles
        1. Survey Says?
        2. Analysis
        3. Can I Change My Negotiating Style?
      4. Key Skills
        1. Push Skills: Asserting/Persuading
        2. Improve Your Asserting/Persuading Skills
          1. State Your Position or Demands Clearly and Concisely
          2. Provide Solid Facts, Evidence, Proof, Rationale, or Reasons for Your Position
          3. Use a Few Strong Reasons—Avoid Argument Dilution
          4. Don’t Be Tentative—Avoid Using Qualifiers
          5. Don’t Become Angry or Emotional—Disengage Instead
          6. Make Concessions Only on a Quid Pro Quo Basis—Get Something in Return
          7. Be Willing to Offer Something in Return for What You Want
          8. Use If-Then Language
        3. Pull Skills: Questioning and Listening
        4. Techniques for Assessing Needs
        5. Key Points
      5. Practical Application
    3. Win-Win Tactics
      1. Tactics Defined
      2. Win-Win Tactics
        1. Key Points
      3. Practical Application
    4. Adversarial Tactics and Countertactics
      1. Adversarial Tactics
        1. Key Points
      2. Practical Application
    5. Tactical Orientation
      1. How to Determine Your Tactical Orientation
        1. Key Questions Expanded
      2. Tactical Orientation Continuum
        1. Tactical Orientation Analysis
        2. Tactical Selection
        3. Key Points
      3. Practical Application
    6. Special Negotiation Situations
      1. Negotiating in Buy and Sell Situations
      2. Internal Negotiations
        1. Hallway Negotiations
      3. Negotiating with Your Boss
        1. Looking at Tasks
        2. The Triangle
        3. Handling the Situation
        4. Example: Before and After
      4. Team Negotiations
        1. General Guidelines
        2. Gaining Alignment on Key Issues
        3. Key Points
      5. Practical Application
        1. Buy and Sell Negotiations
        2. Internal Negotiations
        3. Negotiating with Your Boss
        4. The Triangle
        5. Team Negotiations
        6. Gaining Alignment on Key Issues
    7. Putting It All Together
      1. Practical Negotiating: Planning Guide—Annotated
        1. Step 1: Determine Wants and Needs
        2. Step 2: Position Development
        3. Step 3: Currencies/Options
        4. Step 4: Power Assessment
        5. Step 5: Planning to Execute Stages
        6. Step 6: Assessing Your Negotiating Styles
        7. Step 7: Determine Your Tactical Orientation
        8. Step 8: Tactical Selection
      2. Key Principles of Practical Negotiating
      3. Conclusion
  7. Negotiation Style Survey
    1. Instructions
  8. Practical Negotiating: Planning Guide
    1. Step 1: Determine Wants and Needs
      1. Create a Needs/Objectives Matrix
    2. Step 2: Position Development
    3. Step 3: Currencies/Options
    4. Step 4: Power Assessment
    5. Step 5: Planning to Execute Stages
    6. Step 6: Assessing Your Negotiating Styles
    7. Step 7: Determine Your Tactical Orientation
    8. Step 8: Tactical Selection
  9. Notes
    1. Chapter 1
    2. Chapter 2
    3. Chapter 3
    4. Chapter 4
    5. Chapter 5
    6. Chapter 6
    7. Chapter 7
    8. Chapter 8
    9. Chapter 9
    10. Chapter 11
  10. Bibliography