Practical Negotiating: Tools, Tactics & Techniques

Overview of Section Two: Executing the Negotiation

As a result of reading Section Two, you learn:

• A model for the process of negotiating that has stages and critical tasks: Although every negotiation is different, successful negotiators tend to follow a certain road map through the three stages of negotiation: (1) opening, (2) exploring, and (3) closing. In each stage, the negotiating process involves critical tasks and behaviors. In Chapter 6, each stage is explained, detailing what you can do to improve your competence at executing each of the critical tasks. As with any model or technology, simplicity ensures accessibility. What’s the benefit of a complex multiple-step process if you can’t remember it or follow the process easily?

• To identify your negotiating style and become more flexible in using various skills: By taking a brief survey in Appendix A and analyzing your results in Chapter 7, you can determine your negotiating style and explore ways to become more flexible. In addition, certain communication skills such as questioning and listening, or being more direct and assertive, will serve you well in negotiating. You identify not only your present style but also skills to broaden your repertoire of responses and improve your success in negotiating.

• To select and use tactics conducive to a win-win outcome: Many books, articles, tapes, and other materials have been published espousing a win-win philosophy. However, most don’t provide specific tactics and techniques to achieve ...