NEGOTIATE
TO WIN
SKILLS
AND TECHNIQUES
contents
ABOUT THE AUTHOR
.
Preface
..
Section One
THE NATURE OF NEGOTIATION
1.
Negotiation principles and definition
.
2.
What makes a successful negotiator
.
Ψ
In
planning
Ψ
In
behavior
3.
Negotiation success factors
4.
Know your BATNA
..
(Best Alternative to Negotiated Agreement)
5.
Know your Settlement Range
..
6.
The Negotiation Process
..
Ψ
The
Preparation
Ψ
The
Rapport
Ψ
The
Information Gathering
Ψ
The
Problems of Exploring Options
Ψ
The
Bartering/Trading Concessions
Ψ
The
Agreement
7.
How to identify the steps and manage the negotiation process
SECTION TWO
NEGOTIATION STRATEGIES
8. Strategy
Worksheet
....
9.
The Three Negotiation Strategies
.
Ψ
Competitive
(Win-lose)
Ψ
Collaborative,
Constructive, Co-operative (Win-win)
Ψ
Principled,
Compromising, Problem Solving (Win-win, Lose-
lose)
10. Behavioral
Evaluation:
Ψ
Transactional
Analysis: Parent, Adult, Child egos
Ψ
Representational
System or Preferred Thinking Style
(Visual, Auditory or Kinesthetic)
Ψ
DISC
Personality Profiling
o
Dominance (D) the DISC factor that relates to power, control
and dominance
o
Inspiring
(I) that relates to the persons style of communication
o
Socializing (S) is the factor of patience, persistence and
tolerance
o
Conscientious(C) describes a persons approach to structure
and organization.
Personal profiling and your Personal Style
11. Recognizing
and Developing Style Flexibility
..
12.
Know yourself and choosing the Right Strategy
SECTION
THREE
NEGOTIATION
TACTICS AND OPTIONS
13.
Negotiating Tough Issues with Tough People
14.
How to create Rapport and establish Common Bond
15. Questioning
Skills
16.
Listening Skills
17.
Non Verbal Communication
18.
Dealing with Conflict
19.
Dealing with Criticism
20.
Deadlock
21.
Summary of Negotiation Skills
22.
Evaluate Your Current Negotiation Performance