May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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Gaining Alignment on Key Issues
In both planning and execution, team alignment on the previous four areas is crucial. Here are some considerations in each area:
Negotiation Goals and Objectives
What are the objectives and desired outcomes for the team in this negotiation?
- Business
- Personal
What are the key issues to be negotiated?
What is our settlement range for each issue?
- Opening position?
- Desired settlement point?
- Walk-away point?
Notes:
Team Roles and Responsibilities
Who will be involved in planning? Executing? Both?
Who is the leader of the team?
Who is designated as content expert?
Who will run the negotiation session?
Who has veto power? Or final authority?
Notes:
Procedures and Methods
Who will manage each stage of the negotiation?
Who talks to the other side?
What are the basic ground rules for the team?
Based on the tactical orientation, how will the team approach this negotiation? Win-win? Adversarial? Neutral?
What are the signals for caucusing? Taking a break? Moving to a new issue?
What are the value and order of currencies and concessions?
What are the nonnegotiables? Deal breakers?
What is the form for the final agreement?
Who and how will we manage implementation? Pitfalls? Missed items?
Notes:
Relationships and Negotiating Styles
What are the negotiating styles on our team? Theirs?
Are there any personal issues within our team? With anyone on their team?
How can we reconcile or manage these differences before the negotiation?
Notes:
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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.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.