Practical Negotiating: Tools, Tactics & Techniques

Overview of Section One: Planning the Negotiation

As a result of reading Section One, you learn to:

• Identify and satisfy the underlying needs of both sides: Identifying and satisfying the underlying needs of all parties is at the very heart of good negotiating. Many times, people fail to distinguish between wants and needs. In Chapter 2, you learn more about the distinction between wants and needs, and become more skillful at identifying and satisfying underlying needs—both yours and the other party’s.

• Develop negotiating objectives and establish a position: Successful negotiators are not only aware of their wants and needs, but also use this information to develop their objectives and plan their position. In Chapter 3, you explore how to distinguish between business (or substantive) objectives and personal objectives. By converting these objectives into a position, you can then build a settlement range that includes your opening position, desired settlement point, and walk-away point.

• Become more skillful and creative at using currencies and concessions: The concept of exchange—the give-and-take of various currencies or resources—is an integral part of the process of negotiation. After the underlying needs and interests of all parties have been identified, the next step is to explore and exchange currencies or resources that will satisfy the needs of each. Chapter 4 opens your eyes to a plethora of possibilities that make the process of negotiating more interesting and enriching ...