May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Step 8: Tactical Selection
| Stage | Win-Win Zone Tactics | Adversarial Zone Tactics |
|---|---|---|
| Opening | ||
| Set the climate and agenda | Agenda | Missing man maneuver |
| Common interests | Deadline pressure | |
| Establish the process | Disclosure | Personal attacks |
| State and respond to opening positions | Authority limits | Rules |
| Team seating | Good guy/Bad guy | |
| Columbo | Red herring | |
| Objective criteria | Poor mouthing | |
| Saying no | Crunch time | |
| Walk-Away | Nonnegotiable demands | |
| Exploring | ||
| Distinguish between wants and needs | Create empathy | Bluffing/Lying |
| Expand the pie | Cherry-picking | |
| Identify alternative currencies/options | Scaling | Divide and conquer |
| Testing questions | End run | |
| Match currencies to needs | Brainstorming | Funny money |
| Bundling | Split the difference | |
| What if . . .? | Surprises | |
| Balancing the scales | Take it or leave it | |
| Concessions | Threats | |
| Patience/Persistence | ||
| Soak time | ||
| Warn, don’t threaten | ||
| Zeroing in | ||
| Closing | ||
| Summarize the agreement and contract | Caucus | Authority escalation |
| Change of pace | Deadlock | |
| Communicate and implement | Closing the deal | Fait accompli |
| Mark up the document | Last and final offer | |
| Pinch factor | Nibbling | |
| Side memos | Simple solutions | |
| Summarizing | Split the difference |
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.