With so much of modern business and enterprise relying on the ability to reach mutually beneficial agreements, the so called "win-win" situation, the modern manager needs to be able to plan, deliver and follow through on critical negotiations.This book provides the core skills needed to succeed and: Focuses on all aspects of negotiations at the senior level Provides a framework for effective action Develops negotiating skills to an advanced level, showing managers how to achieve the best possible agreement and how to make sure it lasts.
About the Author
Eric Evans is a management consultant, author and practitioner, specialising in procurement and relationships between suppliers and their customers. He has held director level positions with a number of organisations, including Dunlop and Diageo. His consulting experience covers Europe, North America, Latin America, Africa and the Far East and his clients include IBM, Nokia, Mercedes Benz, TetraPak, Shell and Argos.
Table of Contents
CHAPTER 1: ALTERNATIVE APPROACHES TO NEGOTIATIONWhat is there to master? So what is negotiation? Argument? Discussion? Compromise? Getting your own way? Negotiation is, thereforeHow we learn to negotiateAlternative approaches Compromise Win/perceived win Win/lose Genuine win/win You always have a choice The characteristics of competitive and co-operative negotiation The drive towards competitive negotiations Summary and concluding remarks CHAPTER 2: MASTERING THE PLANNING STAGEBritish Electronics: a case studyWhat is there to plan? Task issues Task issues: information Task issues: tradables Task issues: concession patterns Task issues: power Task issues: the first five minutes Process issues: making best use of time 1. Exploration of options 2. Objectives 3. Common ground and long term perspective 4. Sequence planning Process issues: co-operative negotiations 1. Interests 2. Options 3. Alternatives: the real power 4. Legitimacy British Electronics: a solution to the case study Genuine interests Understanding the other side’s genuine interests Options Common ground and long term perspectives The negotiations proper Summary and concluding remarks CHAPTER 3: MASTERING COMPETITIVE NEGOTIATIONS Why can’t all negotiation be win/win? The phases of competitive negotiation The opening phase The testing phase The movement phase The closing phase Summary and concluding remarks CHAPTER 4: MASTERING CO-OPERATIVE NEGOTIATIONS Why co-operative? An alternative approach? A strategy for finding trade-offs Creating integrative agreements Co-operative negotiations with problem people Summary and concluding remarks CHAPTER 5: MASTERING PERSUASION So why is persuasion important? How do we persuade people? Logical persuasion Power and co-ercion Compromise Mutually advantageous concessions Changing attitudes by the use of emotion Understanding the other side’s genuine objectives and motives So what does this mean? The skills of persuasion Creating doubt Creating movement Common persuasion traps Making quick counter proposals Loose words Inductive disagreement Low responders TimingPersuasive behaviourSummary and concluding remarksCHAPTER 6: MASTERING POWER IN NEGOTIATIONDoes power work in negotiation? So what is power? Perception The power of authority The power to reward The power of coercion Expert power Connection power The power of information Charismatic power The power to disrupt Some surprising findings Practical remedies for dealing with power Power can always be created The power of an alternative Changing the package Change the time frame Exploit the information base Changing of the source of power Ignore it Develop an irrational option Put off the negotiation Summary and concluding remarksCHAPTER 7: MASTERING COMMONLY MADE MISTAKES IN NEGOTIATIONWhy concentrate on mistakes? Control skills Questions Listening Answers Talk too muchRelationship skills Receptive to ideas Emotion Words Reading and using body language Achievement Predictability Argument dilution Like to be liked Impression managementSummary and concluding remarks. CHAPTER 8: MASTERING NON-VERBAL BEHAVIOUR Is there a body of fact behind body language? Types of signal The eight categories of non-verbal behaviour Facial expressions Gaze Gestures Posture Contact Proximity Orientation Appearance Summary and concluding remarks