book

The Negotiation Book

by Steve Gates

December 2015

Intermediate to advanced

232 pages

5h 11m

English

Wiley

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SO WHAT IS NEGOTIATION? THE NEED FOR SATISFACTION PERSONAL VALUES HONESTY WITH YOURSELF KEY TAKEAWAYS
WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL? HOW THE NEGOTIATION CLOCK FACE WORKS KEY TAKEAWAYS
WHAT DO WE MEAN BY POWER? HOW DOES POWER INFLUENCE NEGOTIATIONS? KEY TAKEAWAYS
1. NERVE 2. SELF-DISCIPLINE 3. TENACITY 4. ASSERTIVENESS 5. INSTINCT 6. CAUTION 7. CURIOSITY 8. NUMERICAL REASONING 9. CREATIVITY 10. HUMILITY KEY TAKEAWAYS
THE FOURTEEN BEHAVIORS KEY TAKEAWAYS
THE EFFECT OF HUMAN EMOTION ON NEGOTIATION CONSCIOUS COMPETENT YOUR VALUES EMOTIONAL INTELLIGENCE THE ART OF LOSING MANAGING THE EMOTIONAL NEED FOR SATISFACTION TRUST, TACTICS, AND EMOTIONS VISIBLE EMOTION KEY TAKEAWAYS
UNDERSTANDING EMPOWERMENT YOUR BOSS CAN BE YOUR WORST ENEMY EMPOWERMENT WITHIN TEAM ROLES GETTING EMPOWERED BEFORE YOU START DECISION-MAKING AUTHORITY EMPOWERMENT AND SCOPE TO CREATE VALUE KEY TAKEAWAYS

RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY A QUESTION OF CHOICES AND PERSONAL STYLE WHAT ARE TACTICS? KEY TAKEAWAYS
PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE EACH AND EVERY DEAL IS UNIQUE UNDERSTANDING VALUE THE SIX PRIMARY VARIABLES WORKING WITH VARIABLES KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH RISK AS A NEGOTIABLE PREPARING TO MANAGE COMPLEXITY PLANNING FROM A PRACTICAL PERSPECTIVE KEY TAKEAWAYS

Content preview from The Negotiation Book

CHAPTER 7 Authority and Empowerment

“No one should be without accountability. It is a dangerous and lonely place to be.”

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UNDERSTANDING EMPOWERMENT

Your negotiations can only progress if communication flows and those who are directly or indirectly involved are allowed to take decisions. Therefore, understanding the role of empowerment in your negotiation is fundamental to managing the relationships and communications that stand between you and progress.

However, with empowerment comes exposure and this brings with it risk. It is this risk that organizations seek to control by empowering individuals with limits, or caps, beyond which they must escalate to higher authority. Too much empowerment and any individual can become dangerous or vulnerable and therefore so can the organization they work for.

The Complete Skilled Negotiator will understand empowerment in terms of:

how it can be used to protect you;
how it affects your ability to be creative;
how it affects your ability to build value; and
how it affects the other party’s thinking and behavior.

Essentially, it is the degree to which you can negotiate and take decisions without having to refer or escalate them to a higher authority. In other words, empowerment relates to the scope and range of variables and the authority within which you have to negotiate or operate. If you regard empowerment as simply a gauge to broaden or narrow your trading opportunities, or to provide “stop limits” up to which you can negotiate, ...