Negotiating (DK Essential Managers)

A Practical Guide To Negotiating Which Will Give You The Information And Skills To Succeed Find Out How To Improve Your Negotiating Skills By Defining Your Style, Preparing Properly And Designing Your Meeting Structure. You'll Learn To Build Relationships, Develop Trust And Negotiate Fairly. Tips, Dos And Don'ts And 'in Focus' Features On What To Do In A Particular Situation, Plus Real-life Case Studies Demonstrate How To Manage An Impasse, Persuade Others And Close The Deal. Dip In And Out Of Topics For Quick Reference. 2 Contents......Page 4 3 Contents......Page 5 4 Introduction......Page 6 6 Becoming a negotiator......Page 8 8 Understanding negotiation dilemmas......Page 10 10 Being prepared......Page 12 14 Designing the structure......Page 16 18 Defining negotiation styles......Page 20 20 Defining interest-based negotiation......Page 22 22 Negotiating from the whole brain......Page 24 24 Creating win–win deals......Page 26 26 Building relationships......Page 28 28 Developing mutual trust......Page 30 30 Negotiating fairly......Page 32 32 Negotiating with power......Page 34 34 Making offers and counteroffers......Page 36 36 Making concessions......Page 38 38 Being persuasive......Page 40 40 Managing impasses......Page 42 42 Avoiding decision traps......Page 44 44 Managing emotions......Page 46 46 Dealing with competitive tactics......Page 48 48 Closing the deal......Page 50 50 Negotiating as a team......Page 52 52 Dealing with many parties......Page 54 56 Negotiating internationally......Page 58 60 Examining the role of gender......Page 62 62 Using a coach......Page 64 64 Being a mediator......Page 66 68 Learning from the masters......Page 70 70 Index......Page 72 72 Acknowledgments......Page 74 2 Contents 4 3 Contents 5 4 Introduction 6 6 Becoming a negotiator 8 8 Understanding negotiation dilemmas 10 10 Being prepared 12 14 Designing the structure 16 18 Defining negotiation styles 20 20 Defining interest-based negotiation 22 22 Negotiating from the whole brain 24 24 Creating win鈥搘in deals 26 26 Building relationships 28 28 Developing mutual trust 30 30 Negotiating fairly 32 32 Negotiating with power 34 34 Making offers and counteroffers 36 36 Making concessions 38 38 Being persuasive 40 40 Managing impasses 42 42 Avoiding decision traps 44 44 Managing emotions 46 46 Dealing with competitive tactics 48 48 Closing the deal 50 50 Negotiating as a team 52 52 Dealing with many parties 54 56 Negotiating internationally 58 60 Examining the role of gender 62 62 Using a coach 64 64 Being a mediator 66 68 Learning from the masters 70 70 Index 72 72 Acknowledgments 74 Preliminaries; Contents; Introduction; 1 Preparing to negotiate; 2 Setting your style; 3 Conducting negotiations; 4 Developing your technique; Index; Acknowledgments. Whether in discussions about a raise or corporate merger, get the essential tips and skills needed to provide the know-how to get what you want