A practical and clear guide showing you how to lead and secure a win: win outcome in all your business deals.
This book will take you through the steps, actions and communications skills necessary to ensure successful business negotiations.
Introducing a four-phase process that underpins successful negotiations and sharing the practices and actions of highly effective negotiators in a straightforward and practical manner, this detailed, step by step guide will help you go into negotiations fully equipped with the key tools that you need to secure a win: win outcome.
Table of Contents:
Contents
Introduction
Part 1 Planning it
1 Why negotiating is important in organisations.
Working positively with conflict
Sources of conflict
Conflict management strategies
Working in project and matrix organisations
Working in cross-cultural situations
Working in partnerships
TNT and the World Food Programme
Why win:lose is not an option
2 Getting to win–win.
Individual approaches to conflict
Winning and losing
Can there ever be win–win?
Aggressive - assertive - passive continuum
The prisoners’ dilemma
Negotiation and win–win negotiation
3 The negotiation process.
The 3 phases of a negotiation
The Preparation Phase
A 12 point Preparation Phase Checklist
The Interaction Phase
The OPEC model
Opening
Positioning
Exploring
Closing
The Implementation Phase
A 12 point Implementation Phase Checklist
4 Communication styles essential to negotiating.
The four styles of communication.
Developing your communication style.
Action style
Process style
People style
Ideas style
Non-verbal communication
The words, music and dance of communication.
Cultural differences in style preference.
Communication styles and negotiation.
Part 2 Doing it
5 Planning a negotiation.
Preparing for the negotiation
The negotiation continuum
Problem solving
Haggling
Complex negotiation
Principled negotiation
5 Steps to plan a negotiation.
Step 1. What is the issue?
Step 2. Who are the parties involved?
Step 3. What do both parties want and have to offer?
Wants, needs and haves
Step 4. What strategy to use?
Power balance
4 strategic approaches.
Step 5. Where do we start?
Setting goals, limits and opening offers.
6 Conducting the negotiation.
Using the OPEC process model to manage the interaction.
Opening
Building the climate
Agreeing the ground rules
Positioning
Stating positions
Listen to and test positions
Exploring
Identifying underlying needs
Testing exchanges
Closing
Putting a potential deal together
Making an agreement
A negotiation case study
7 What successful negotiators do and don’t do.
Common pitfalls
What successful negotiators do more
Positive interaction.
8 Tactics and dirty tricks – using them and dealing with them
Lies
Lacking authority
Deadlines and deadlocks
Exploiting distance
Nibbling
Stressful environment
Unreasonable demands and offers
Good guy / Bad guy
Threats
Scrambled eggs
9 Negotiating in more complex situations
International and cross cultural negotiation
Factors influencing cultural difference
Negotiating remotely
Negotiating on the telephone
Negotiating by email
Negotiating on the internet
Multi-party negotiations.
Negotiating in a team.
Part 3 Reviewing it
10 Reviewing your negotiation and improving your skills.
Reviewing the negotiation
Evaluation and feedback
Process review
Behaviour review
Improving your negotiating skill
Planning and preparation
Developing communication styles
Summary
Appendix Glossary of terms
About the Author :
Geof Cox has worked as both a line manager and HR manager in the oil industry, where he was required to negotiate with others, whether as a commercial negotiator in Sales or Purchasing, as a Project Manager on major projects work or as an HR Manager, taking part in local wage negotiations with trade unions. Following on from this, he set up my own international management and organisation development company – New Directions Ltd – in 1986. As an international consultant, he has taught negotiation, influencing and conflict management to audiences in the public and private sectors, both large and small.
