book

Your Own Terms

by Yasmin Davidds, Ann Bidou

August 2015

Beginner

256 pages

6h 11m

English

AMACOM

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Transform How You Think and FeelThirty-One Ways to Negotiate a Win-Win SolutionThe Keys to Collaborative NegotiationDiscover Your Personal Values: Core Negotiation Principles
Navigating the Collision Course: Likability vs. CompetenceLeverage Gender Styles to Work Together EffectivelyThe Impact of the “Entitlement Effect” on Male/Female Negotiating StylesManage Your Impression to Avoid BacklashThree Ways to Counter BacklashDiscover Your Personal Values: Identify Your Two Most Important Principles
Six Ways to Combat Inward SabotageThe Seven-Second Rule for Combating Outward SabotageWhat You Say Can Hurt YouDiscover Your Personal Values: Give Your Beliefs a Stress Test
Stage 1: Planning and PreparationStage 2: Opening the Negotiation; Setting the ToneStage 3: Idea and Information Exchange; Moving to AgreementStage 4: Closing Strategies That Ensure Commitment and PerformanceDiscover Your Personal Values: Clarify Your Definitions

Five Comfort Zone StylesStyle 1: The AvoiderStyle 2: The AccommodatorStyle 3: The CompromiserStyle 4: The CompetitorStyle 5: The CollaboratorDiscover Your Negotiation Skills: Style Assessment
Determine Who the Stakeholders AreIdentify the Essential IssuesChoose the Right TimeFind the Right ApproachTake the Right Steps at the Right TimeThe Backwards Mapping TechniqueBreak Down BarriersDiscover Your Negotiation Skills: Backwards Mapping
Defend Yourself Against Hardball TacticsDefensive Tactics for All OccasionsNegotiation Is About Perception, Not RealityThe Role of Experts in a NegotiationDiscover Your Negotiation Skills: Name the Tactic
Dealing with the Intentionally Difficult PersonDealing with the Accidentally Difficult PersonDealing with the Unfulfilled Difficult PersonA Planning Worksheet for Negotiating with Difficult PeopleDiscover Your Personal values: Sticking to Your Principles in Challenging Situations
The Role of Gender Attitudes Toward WinningHow to Gain Control of a NegotiationWhat to Do When Problems AriseTest Assumptions, Broad Statements, and Mutual UnderstandingHow to Make Acceptable CounterproposalsAvoid Diluting Your ArgumentsHow to Defend Against Gender BiasManage How You See Yourself and How Others See YouDiscover Your Negotiation Skills: Know the Difference
Six Persuasive Tactics to Optimize Your Negotiating ProwessThe Seventh Tactic—ReframingBuild RapportKeep the Focus on Your GoalsCounter-Persuasion TechniquesDiscover Your Personal Values: How Well Do You Practice Integrity?
Counter the Sublevel Negotiation with RedirectsFive Redirects to Counter Any MoveThe Case Against CounterattackingChoosing the Right RedirectImplement a Multiple Redirect StrategyDiscover Your Negotiation Skills: Apply the Five Redirects
What Neuroscience Teaches us About Gender Intelligence in the WorkplaceGender Intelligence in PracticeDiscover Your Gender Intelligence: Leadership
Unnecessary Concessions: Those You Make to YourselfNecessary Concessions: Those You Make to OthersThe No-Fly Zone: Concessions You Should Never MakeMaximize the Concessions You Accept: Getting Others to Concede to YouDiscover Your Personal Values: Testing Your Beliefs Under Pressure
Negotiation Mapping ModelKnow Your Stuff; Stand Your GroundDiscover Your Negotiation Skills: High-Stakes Negotiations
Critical Points to Hit When Negotiating for a New PositionHow to Negotiate for Leadership SuccessWhat Organizations Can Do to Help Women Leaders SucceedDiscover Your Negotiation Skills: The Path to Leadership—a New Position
Quick Tips: How to Maximize Your SalaryDiscover Your Personal Goals: Salary Negotiation
You, Too, Can Be a Power PlayerYou, Too, Can Handle Challenges like a ProThe Importance of Values to Negotiations and LeadershipDiscover Your Personal Values: Testing Your Ethical BoundariesDiscover Your Personal Values: Identifying Your Leadership Principles
Women as Leaders and Negotiators: The Female PerspectiveWomen as Leaders and Negotiators: The Male Perspective

Content preview from Your Own Terms

2Your Style: Changes You Need to MakeWhen Negotiating with Men or Women

By the time I had spent seven years working as a negotiation instructor and consultant for the Karrass Company, the leading global negotiation training company in the world, I’d spoken to thousands of executives. Teaching negotiation skills to Fortune 500 executives in the United States, Latin America, and Mexico had become second nature to me. I was good at it. No one ever challenged my competency. But that changed the day I walked into the boardroom of a large country club in Mexico to teach a negotiation course. Eighteen executive-level men (who were twice, if not triple, my age) dressed in expensive suits smiled at me but watched the door, expecting someone else to arrive ...