The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal
"The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
Wiley
[2024]
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| Edición: | First edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009847338206719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Introduction
- How Much Do Mistakes Cost?
- The Ketchup Effect
- Welcome to the Journey
- Chapter 1 Nonverbal: Introduction: Orchestrating the Elements of Nonverbal Communication in Negotiation
- Element 1 Body Language
- The Power of Delivery in Negotiation
- Presentation Skills: Beyond Mere Conversation
- The Power of Verbal Communication
- Aligning with Your Audience's Perspective
- The Impact of Multisensory Engagement
- Start with Facial Expressions
- Element 2 Eye Contact
- Element 3 Gesticulations
- The Do's and Don'ts of Body Posture
- Gesticulation: A Personalized Approach
- Avoiding Distracting Habits
- Illustrating Your Points
- Conveying Confidence and Respect
- Element 4 The Role of Voice
- Volume
- Tone
- Speed
- Breathing
- Element 5 Humor
- Leveraging Humor in the Negotiation
- The Dynamics of Humor in Negotiation
- Practical Humor Strategies in Negotiations
- The Pitfalls of Humor Missteps
- Element 6 Use of Feet
- Element 7 Image
- Good Advice
- Chapter 2 Knowledge: Introduction: Understanding Negotiation as an Art and a Science
- Element 8 The Crucial Role of Mathematics
- Element 9 Negotiating in a Foreign Language
- Individual versus Group
- Status, Titles, Mode of Address, and More
- Religion and Politics
- Should You Blot Out Yourself?
- Behavior
- Formal Contact Paths
- Technical Competence
- Evaluation Norms for Technical Standards
- Choice of Strategy
- Time Factor
- Special Economic Features
- Corruption
- Element 10 The Journey of Learning
- Stage 1: Unconscious Incompetence
- Stage 2: Conscious Incompetence
- Stage 3: Conscious Competence
- Stage 4: Unconscious Competence
- Element 11 Education
- Element 12 Negotiation Training
- Element 13 Asymmetric Value.
- How Does NegoEconomics (Asymmetric Value) Work? A Bigger Pie Means More to Share
- Who Has the Lowest Cost of Ownership?
- Element 14 Subject Matter
- Element 15 Leveraging AI to Enhance Your Negotiation Skills
- Chapter 3 Tools: Introduction: Tools for Negotiation
- Element 16 Negotiation Strategy
- Choice of Strategy
- Flexible Tactics
- Element 17 Rules of the Game
- Element 18 Questions
- Types of Questions
- Open Questions
- Closed Questions
- Leading Questions
- Follow-up Questions
- Questions for Your Audience
- Questions from Your Counterpart
- Dealing with Questions You're Not Able to Answer
- Be Specific in Your Questions
- Precision with Language
- How to Hold a Conversation
- Element 19 Openness
- SMARTnership Approach
- Element 20 The Hidden Value: NegoEconomics
- Room for Negotiation
- A Simple Model to Identify NegoEconomics
- The Four-Step Model
- Identifying NegoEconomics in Projects
- From Public Authority to Commercial Enterprise
- Element 21 TrutCurrency
- The Water Bottle Experiment
- Element 22 Strategy Access Matrix (SAM) Model
- Element 23 Threats
- Element 24 Activating Several Senses
- Physical or Intellectual Demonstrations
- Visual Aids
- The Professional Picture
- Use Colors Effectively
- Pacing
- PowerPoint
- Your Personality Is 80 Percent of Your Presentation
- Element 25 Using an Agenda
- Taking the Initiative
- Controlling the Other Party
- Demand a Set Agenda Before You Meet
- Prepare Better
- Know What the Other Party Wants
- When an Agenda Is Unsuitable
- Element 26 Planned Target
- Element 27 Walking Away
- Element 28 Team Dynamics
- Element 29 Division of Roles on the Team
- Element 30 The Trial Balloon and Highball/Lowball Techniques
- The Trial Balloon: Testing the Waters
- The Highball/Lowball Technique: Setting the Negotiation Range.
- Ethical Considerations and Risks
- Element 31 Starting Point, Threshold of Pain, and Target
- Element 32 Variables
- Element 33 The Art of Managing Non-Negotiables
- Element 34 Cross-Cultural Negotiations
- Checklist for International Negotiations
- Element 35 Emotions, Stress, and Personal Chemistry
- Personal Chemistry Is More Important Than Technique
- The Importance of Communication and Awareness
- Rational Decision-Making: A Myth
- Choosing Between Alternatives
- Irrational or Rational?
- Constructive Negotiations Require a Balance between Feeling and Reason
- When Emotions Take Over
- When Decisions Are Based on Incomplete Information
- Identifying Your Counterpart's Needs
- Negotiations and Stress
- The Classic Stress Reaction
- How Our Brain Works
- Choosing Between Fight or Flight
- Time Stress
- Stress Caused by Negative Expectations
- Situational Stress
- Confrontation Stress
- Examples of Stress Signals
- Stress-Inducing Behaviors
- Element 36 Prioritizing Variables: The Key to NegoEconomics
- The Trap of Limited Variables
- Identifying and Expanding Variables
- Prioritization for NegoEconomics
- Your Assignment: Developing More Variables
- Element 37 Listening Skills
- The Vital Role of Two-Way Communication
- The Pitfalls of Ineffective Communication
- The Power of Credible Information Exchange
- Active Listening: Beyond Hearing Words
- Element 38 Understanding and Navigating Salami Negotiations
- The Anatomy of Salami Negotiations
- Example of a Salami Negotiation
- Strategies to Counter Salami Negotiations
- Element 39 Mastering Package Negotiation: A Holistic Approach
- The Essence of Package Negotiation
- The Process of Package Negotiation
- Element 40 Total Cost of Ownership
- Element 41 Confirming a Mandate
- What If Direct Negotiation with Decision-Makers Isn't Feasible?.
- Element 42 The Double-Edged Sword of Ultimatums
- The Strategic Use of Ultimatums
- The Risks of Ultimatums
- Element 43 Time Out: Embracing Preparation and Patience
- Element 44 Checklists
- The Dos of Negotiation
- The Don'ts of Negotiation
- Checklist for a Successful Negotiation Before and During Negotiations
- Post-Negotiation Audit Checklist Negotiation Evaluation
- Element 45 Closing the Deal: Strategies for Effective Negotiation Conclusions
- Negative Closure Tactics
- Signing the Deal
- Navigating Post-Negotiation Challenges
- The Importance of Documentation
- Element 46 Working with Summaries
- Check by Summarizing
- Document the Process
- Learn How to Listen
- Use Paper and Pen, iPad, or Computer
- Element 47 Anchoring in Negotiation
- The Everyday Salary Negotiation
- Element 48 Postmortems: Navigating the Aftermath
- Post-Negotiation Analysis and Relationship Continuity
- Deciding Whether to Continue the Relationship
- Element 49 Creating a Negotiation Planner
- Your Negotiation Goals
- Your Counterpart's Negotiation Goals
- Chapter 50 The Next Best Alternative in Negotiations
- The Concept of NBA
- Importance in Strategy Development
- Application in Corporate Negotiations
- The Power of Breaks
- Element 51 Testing Limits with Respect
- The Carrot vs. the Stick Approach
- Avoiding Lowball Offers
- Encouraging Dialogue, Not Debate
- The Art of Saying No
- Understanding Pressure Dynamics
- Chapter 4 Tactics: Introduction: Negotiation Tactics
- Element 52 The Combative Negotiator
- Agreement Disputes
- Conflict Is Harmful
- Not Seeing the Whole Picture
- Don't Get Caught in the Trap
- How to Meet a Combative Negotiator
- Meeting Conflict with Conflict
- Element 53 The Concession-Oriented Negotiator
- The Domino Effect of Unilateral Concessions
- Common Mistakes in Concession-Based Negotiations.
- Alternative Approaches: The Strategic Concession
- Unintended Use of Concessions
- Recognizing and Countering Unplanned Concessions
- The Tactical Concession: A Negotiation Tool
- When Concessions Are Admissions
- The Art of Concessions in Negotiation
- Element 54 Compromise in Negotiation: The Delicate Art of Balancing Interests
- Exploring the Depths of Each Party's Needs
- The Role of Creativity and Flexibility in Compromise
- Building Trust Through Transparent Communication
- The Long-Term Impact of Compromise
- Compromise as a Strategic Tool in Negotiation
- Element 55 Stalling
- The Art of Stalling: A Calculated Move
- Recognizing and Responding to Intentional Stalling
- The Risks and Countermeasures of Tactical Stalling
- Unplanned Stalling: A Sign of Conflict Avoidance
- Strategies to Overcome Unplanned Stalling
- Conclusion: Navigating Through Stalling in Negotiations
- Element 56 The Collaborative Negotiator
- Share the Profit
- Example Hotel Stay
- See the Whole Picture
- Chapter 5 Emotions: Introduction: The Role of Emotions in Negotiations
- Element 57 Argumentations
- Dealing with Argumentations
- Lock Down the Other Party
- Make No Concessions
- Element 58 Building Rapport with Your Counterpart
- The Role of Oxytocin in Enhancing Negotiation Outcomes
- How Long Should You Talk about the Weather?
- Element 59 Small Talk
- Element 60 Positive and Negative Emotions
- The Impact of Positive Emotions in Negotiations
- Navigating Negative Emotions in Negotiations
- Element 61 Maintaining Emotional Control
- Element 62 Cheating, Bluffing, and Little White Lies
- The Epidemic of Cheating
- Is Bluffing So Bad?
- Element 63 Perseverance
- Use Tact and Patience
- Element 64 Pacing, Rapport, and Lead
- You Have a Choice
- Physiological Matching
- Voice Matching.
- Matching Language and Representative Systems.
