Successful Negotiating

Table of Contents

1. Cover Page
2. Title page
3. Copyright Page
4. Contents
5. About This Course
6. How to Take This Course
7. Introduction
8. 1 Planning for Negotiations
   1. Identifying the Issues
      1. Example 1
      2. Example 2
      3. Analyzing the Situation
   2. Establishing the Preliminary Objective
   3. Assessing Strengths and Weaknesses
      1. Assessing the Opponent
      2. Assessing the Negotiator
   4. Recap
   5. Review Questions
9. 2 Prenegotiation Preparation
   1. Assembling Data
   2. Team Meetings
   3. Dealing with the Abilene Paradox
   4. Selecting the Team
   5. Responsibilities of the learn Leader
   6. Dealing with Conflicting Personalities
   7. Prenegotiation Discussions with Opponents
   8. Recap
   9. Review Questions
10. 3 Developing Strategy and Tactics
    1. Defining Strategy and Tactics
    2. Strategies for Attaining Objectives
       1. Changing Primary Strategies Deductive Strategies
       2. Successful Tactics
    3. Offense and Defense
    4. Strong versus Weak Positions
    5. Recap
    6. Review Questions
11. 4 Negotiation Techniques
    1. Psychology of Negotiation
    2. Passive Techniques
       1. Alertness
       2. Domination
       3. Reasonableness
       4. Unreasonableness
       5. Silence
    3. Active Techniques
       1. Blaming an Absent Party
       2. “Strawman” Issues
       3. Insult
       4. Walkout
       5. Time Pressure
       6. Recess
       7. Offering Alternatives
       8. Timing
       9. Using Questions
    4. More Effective Techniques
       1. Holding Back Strong Points
       2. Dividing the Opposition’s Team
       3. The Informal Meeting
    5. Staying on Track
    6. Conclusions
    7. Recap
    8. Review Questions
12. 5 The Negotiation Session
    1. Principles of Persuasion
    2. Terms
    3. Negotiation Site
       1. Seating
       2. Lighting
       3. Decor
    4. Anatomy of the Negotiation Session
       1. Fact-finding
       2. Recess
       3. The Bargaining Session
       4. The Final Session
    5. Controlling the Session
       1. The Opening Statement
       2. The Agenda
    6. Bargaining as the Session Progresses
    7. Recap
    8. Review Questions
13. Bibliography
14. The First Examination
15. The Practice Case
16. The Examination Case
17. The Selected Readings
18. Index
19. Footnotes
    1. Selected Readings
    2. The Abilene Paradox: The Management of Agreement