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Negotiating Skills for Managers

ISBN-10: 0071387579
ISBN-13: 9780071387576
Edition: 2002
Authors: Steven Cohen
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Description: The Briefcase Book series has a user-friendly, sidebar-rich format, designed to be easily read by managers at all levels. Books in the series feature short, informally written chapters, bulleted lists and self-examinations.

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Book details

List price: $19.00
Copyright year: 2002
Publisher: McGraw-Hill Companies, The
Publication date: 3/22/2002
Binding: Paperback
Pages: 180
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 0.990
Language: English

The Briefcase Book series has a user-friendly, sidebar-rich format, designed to be easily read by managers at all levels. Books in the series feature short, informally written chapters, bulleted lists and self-examinations.

Preface
Competitive Versus Collaborative Decision Making
What Is Negotiation?
What Negotiation Is Not
Types of Negotiation
Investigating Your Interests
What Differences Does It Make to Distinguish Between Interests and Positions?
How Do You Deal with Positional Bargainers?
Is Money Really the Interest?
Primary (Fundamental) and Secondary (Derivative) Interests
Looking Beyond Our Personal Interests
The Three C's of Interests
When Interests Conflict
Manager's Checklist for Chapter 1
BATNA--Choosing Whether to Walk Away
Making Choices
Balance of Power
Understanding Our BATNA Offers Choices
What Is Our Walking-in BATNA?
Does BATNA Ever Change?
BATNA Is Not the Bottom Line
Elements of BATNAs
Strengthening and Weakening BATNAs
Assumptions
Manager's Checklist for Chapter 2
Are We Ready? Inoculation Protects the Parties
Substantive Inoculation: Knowing the Subject
In Negotiation, the Past Has No Future
Selling the Product to the Salesperson
Goals of Inoculation
Inoculation as a Tool for Improving Your BATNA
What Information Do We Need About Ourselves?
What Information Do We Need About Other Parties?
Preparing for Negotiation on Your Own
Active Listening
Inoculation Includes Process as Well as Substance
Internal and External Inoculation
The Bottom Line
When Inoculation Is Impossible
Manager's Checklist for Chapter 3
Preparation Part One: Stakeholders, Constituents, and Interests
Shooting from the Hip
Unplanned Negotiations
Surprises
What Does Preparation Mean?
Looking Inside Yourself
Understanding the Subject Matter
Internal Negotiation
Preparing Other Parties
Juggling Conflicting Agendas
Strengthening and Weakening BATNAs
Reasons to Prepare for Negotiation
Manager's Checklist for Chapter 4
Preparation Part Two: Developing a Strategy Using Interest Mapping
Making Assumptions
Interested Parties
Stakeholders
Create Your Interest Map
Record Your Assumptions About Stakeholders' Interests
Don't Go It Alone
Low-Cost Solutions
How to Use Interest Maps
Using Your Interest Map in Negotiation
Be Prepared for Hot Buttons
Donut Hole Interest Maps
After the Negotiation
Be Prepared!
Manager's Checklist for Chapter 5
Communication: Key to Effective Negotiating
Preparation Put to Use
Communicating to Influence
Active Listening
Communicating with Difficult People
Reframing
What Is Your Point?
Communicating Information
Manager's Checklist for Chapter 6
Emotions: Dealing with Ourselves and Others
Do Emotions Belong in Negotiation?
Recognizing and Prioritizing Emotions
Surprise
Are You Negotiating to Solve a Problem or Have a Fight?
Confidence-Building Measures
Only One Person Can Get Angry at a Time
Reacting to Emotional Outbursts
De-escalation
Healing Relationships
Dealing with Difficult People
Bullies
Expressing Emotions Is Not Bad Negotiating
Manager's Checklist for Chapter 7
Dealing with Annoyance and Leveling the Playing Field
Myths
Psychological Games
Giving or Taking Offense
Controlling the Board
Physical Set-Up
Building Confidence in Your Counterpart
I Understand You, But That Doesn't Mean I Agree with You
Expectations
Early Wins Can Be Traded Away Later
Level Playing Field
Manager's Checklist for Chapter 8
Globalism Starts at Home: Cross-Cultural Issues
Nationality Is Not the Only Difference
Internal Negotiation
Bringing Tribes Together
You Can't Tell a Book by Its Cover
Negotiation Choreography
When Yes Means No
Offense as a Cultural Barrier
Overcoming Cultural Obstacles
Can I Depend on Them?
Don't Get Hung Up on Style
Manager's Checklist for Chapter 9
Creativity and Bargaining Chips
Single-Issue Negotiating
Multi-Issue Negotiations
The Value Creation Curve
Value Versus Price
Don't Dictate Value
Separating People from the Problem
Healing Relationships
Check the Appeal of Creative Elements--One by One
Don't Hog the Credit
Confirming Mutual Understanding
Open Your Mind and Expand the Possibilities
Manager's Checklist for Chapter 10
The Negotiation Process
Agenda Setting
Building Confidence and Comfort
Utilizing Your Interest Map
Bargaining
Building Long-Term Commitment
Objective Criteria
ZOPA
Expectations and Concessions
Compromise
Collaboration
Multitasking
It's Not Over Until It's Over
Not Rocket Science
Manager's Checklist for Chapter 11
The Seven Pillars of Negotiational Wisdom
Paying Attention to Priorities
Relationship
Interests
BATNA
Creativity
Fairness
Commitment
Communication
Foundation of the Seven Pillars
Manager's Checklist for Chapter 12
Index

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