9780131255920

This book provides a step-by-step approach to successful negotiations.Many people view negotiations as a complex, daunting process, full of surprises. Based on more than 25 years of training negotiators in the U.S. and abroad, the authors say it doesn't have to be that way. The secret is to carefully structure the entire process. Negotiation: Six Steps to Success shows how to enter a negotiation well positioned to succeed, by analyzing the situation in advance, and building a plan that reflects reality. The authors then present clear guidelines for evolving a plan during the course of negotiation, so the negotiator stays in control and can successfully achieve the desired results. Case studies are used throughout the book, which offers a unique and needed counterpoint to the mythology and folklore that all too often surround the process of negotiation.Anyone who negotiates -- in either professional or personal contexts.

Toward A Process View of Negotiations

1

(12)

Put Yourself in This Position

1

(1)

Some Common Perceptions

2

(2)

Need For a Structured Approach

4

(1)

Adopting a New Paradigm

5

(1)

Examples of Paradigms in Negotiations

6

(5)

Why These Paradigms Must Change

11

(1)

Why This Book?

11

(2)

The Case for a Systematic Negotiating Process

13

(28)

Petrie Stores Sale to Employees

14

(1)

Conflict in Bosnia

14

(1)

Prudential Entry into the Mutual Funds Business

15

(1)

Some Essentially Completed Negotiations

16

(5)

TCI-Bell Atlantic

16

(2)

U.S.---Japan Trade

18

(2)

Iranian Hostages

20

(1)

Need for a Process

21

(2)

Step 1: Analyzing the Negotiation Situation: The Importance of Issue Definition and Environmental Factors

23

(1)

GE Vs. Unions

23

(1)

Reagan vs. PATCO

24

(1)

Step 2: Planning for the Upcoming Negotiations: Establish Common Objectives for the Negotiations

25

(2)

Step 3: Organizing for Effective Negotiations

27

(1)

Strategic Considerations

27

(4)

Why a Step-By-Step Process Helps

31

(1)

The Crucial Role of Negotiation Planning

32

(2)

Step 4: Gaining and Taking Control

34

(1)

Step 5: Closing Negotiations

35

(3)

Step 6: Continuous Improvement

38

(3)

Getting Ready: Analyzing the Negotiation Situation

41

(14)

Introduction

41

(1)

Considering the Negotiation Environment

42

(5)

Business-to-Business Negotiations:

47

(1)

Personal Negotiation:

47

(1)

Government-to-Government:

47

(1)

Strategic Concerns

48

(1)

Determining Needs

49

(1)

Priorities

50

(2)

Identifying Constraints

52

(3)

Getting Ready: Planning for the Upcoming Negotiations

55

(16)

Establishing Goals

58

(1)

Example/Application

59

(1)

Exercise

60

(1)

Establishing Objectives

61

(3)

Identifying and Including Stakeholders

64

(2)

Strategic Approaches

66

(3)

Planning for Negotiating Within Teams

69

(2)

Getting Ready---Organizing for Effective Negotiation

71

(18)

Staffing the Negotiation Team

71

(2)

Developing a Game Plan

73

(6)

Agenda

75

(4)

Insuring the Completeness and Currency of the Plan

79

(6)

Testing the Validity of the Plan

81

(1)

Testing the Plan: Two-Person Limited Focus Negotiation

81

(1)

Testing the Plan: Large-Scale Team Negotiations

82

(3)

Adjusting the Plan

85

(1)

Be Ready for Surprises

85

(4)

Getting it Done: Gaining and Maintaining Control

89

(22)

Gaining Control

90

(5)

The Role of Agendas in Maintaining Control

94

(1)

You Set the Agenda With Their Help

95

(3)

Regaining Control---An Example

98

(1)

Reaching Consensus

99

(2)

Consensus Building---An Example

101

(1)

Resolving Conflict Through Communication

102

(2)

Negotiating in a High-Tech Environment

104

(7)

The Process

104

(1)

The Options

105

(1)

The Tactics

106

(2)

Conclusion

108

(3)

Getting it Done: Closing Negotiations

111

(20)

Dealing with Objections

112

(1)

Uncovering the Root Cause

113

(1)

The Importance of Attitude

113

(2)

Turning Objections into Agreements

115

(4)

Breakthrougths Thinking

119

(1)

Making Breakthroughs Happen

119

(3)

Selling

120

(1)

Leases

120

(1)

Labor Disputes

120

(1)

Government-to-Government

121

(1)

Personal Considerations

122

(1)

Brainstorming Alternatives

123

(1)

Dealbreakers

123

(4)

Assessing the Level of Support for a Proposed Solution

127

(1)

Packaging the Details of the Negotiation

127

(4)

Getting it Done: Continuous Improvement-Techniques to Improve Negotiation Performance

131

(14)

Review the process

133

(1)

Talk With Customers

134

(2)

Measuring Your Negotiation Results

136

(1)

Evaluate Extent of Negotiation Empowerment

137

(1)

Establishing the Baseline: Applying the Tools

138

(1)

ISO-9000 Negotiations: Between Buyers and Sellers

139

(6)

Using the Six-Step Approach

145

(12)

Negotiation Situation Data

146

(11)

Analyzing the Negotiation Situation

146

(2)

Planning for the Upcoming Negotiations

148

(1)

Organizing for Effective Negotiations

149

(2)

Taking Control

151

(1)

Closing Negotiations

152

(2)

Continuous Improvement

154

(3)

Appendix A

157

(4)

Appendix B

161

(22)

Bibliography

183

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

This book offers a simple, systematic approach to a subject that can be complex, daunting, and full of surprises-the art and technique of negotiation. While we are often aware of and impressed by the celebrated negotiators of the world; government representatives, athletes, or entertainers; all of us are called upon at some point to pick up the gauntlet and attempt to settle a difference by amiable discussion. Our ability to negotiate competently affects every aspect of our life and work; the prices we pay for capital purchases and real estate, the procurement of loans, career moves, and the happiness of the people around us. So why have we overlooked deve loping this skill and why do we have such difficulty negotiating? We, the authors, believe that individuals lack a dependable and effective process to accomplish negotiations. We wrote this book to provide such a process to anyone who wishes to negotiate anything. We recognized a need for simplifying what seems to many to be a complex and often intimidating process. We thus separated the negotiating process into six manageable phases which, if followed carefully, will lead to successful resolution of dispute. The model we have developed can be used as a skeleton for analyzing and planning the simplest negotiation or as a structure on which to build a plan for the most complex, team-bargaining session. Our model covers the spectrum of activity from preliminary planning to negotiation discussion to post-agreement and continuous improvement efforts. We believe that our six step approach provides the individual with the opportunity to refine his or he r negotiating skills, regardless of negotiation history. One advantage of our model is that it divides pre-negotiation planning into three distinct steps. The first step concentrates on the strategic goals of the negotiation. The near-term or tactical objective is determined in the second step. In the thir d step, detailed plans and agendas are developed. The remaining three steps lead one through the actual negotiation phase. They concern gaining and maintaining control, closing negotiations, and continuous improvement techniques for reviewing perform ance. The most important benefit of this six step approach is that it provides the negotiator with a clear and definite outline for action that keeps the major, strategic goals in the forefront of the negotiation process. This book, then, is about negotiation, a process that is universally practiced, but seldom mastered. We would like negotiators to be satisfied with their results. This is not to suggest that all negotiations should have a win/win outcome-sometimes there must be a loser. But we believe the techniques and attitudes required for win/win negotiation-clear communications, empathy, awareness of the opposition's interests, and a sense of fair play-will help the opposition to see the advantage of compromise, even if one's original objectives are not achieved. With our 25 years of experience in training thousands of negotiators in the U.S. and abroad, we trust that readers will gain from this book and improve their future negotiations. We've exerted great effort to make this book easy to read and apply and with the concrete techniques, templates, case studies, and real-life examples that we have used, we hope the negotiation process comes to life for you. We wish all of you the best of negotiating in your future endeavors. Lexington, Massachusetts February, 1995

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Negotiations Six Steps to Success

Negotiations Six Steps to Success

0131255924

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