Negotiate - The seven step masterplan
Negotiate: The Seven Step Master Plan shows you how to get what you want from your boss, subordinates, clients, customers, suppliers, partners, and children.
Become a master negotiator
Here are the skills and strategies you need to become a master negotiator.
In seven easy ways you discover how to turn conflict into agreements and turn win-lose contests into win-win settlements.
Discover:
- The sevens steps to agreement and what you need to do in each step to win the best possible deal
- How to plan a winning strategy
- How to uncover the other side’s real needs
- How to trade concessions
- How to counter negative tactics
- How to negotiate with sharks without getting eaten alive
- How to create deals which serve the best interests of both sides
- How to build productive relationships
- How to avoid expensive mistakes
- How to increase your personal power
- How to make time work for you
- How to build rapport and understanding.
Dozens of examples drawn from business, international and labor negotiations reinforce the key points.
Negotiate: The Seven Step Master Plan breaks new ground. It provides simple but practical ways to enhance your negotiation skills.
Proven dealmaking strategies
Use the strategies, skills and techniques of Negotiate: The Seven Step Master Plan to:
- Negotiate better terms with suppliers
- Manage and supervise others more effectively
- Close more sales
- Improve your salary and conditions of work
- Buy and sell cars, property and businesses
- Win the support of your boss
- Identify client needs
- Resolve differences with your partner, family, neighbors and colleagues
- Negotiate complicated contracts
- Negotiate with staff and unions.
Contents
- Walking The Negotiator’s tightrope
- The two routes to successful persuasion.
- Everyone Negotiates
- What is negotiation?
- Talking for money.
- R-E-S-P-E-C-T: The Seven Steps to Agreement
- The Bargaining Range.
- Step One: Ready Yourself
- Working out your BATNA
- Listing your interests
- Identifying the interests of the other party
- Listing, ranking and valuing the issues
- Determining the other side’s objectives
- Gathering valuable information
- Analyzing the other party
- Rehearsing by role playing
- Testing your assumptions
- Consulting with others
- Determining the limit of your authority
- Planning your agenda
- Planning your critical first offer
- Picking a Winning Team
- Devising a Time Plan
- Choosing a Venue
- Designing a Strategy: Choosing the right tactics
- Checkpoints.
- Step Two: Explore Needs
- Setting the tone and climate
- Communicate you position
- Discovering their position
- The power of questions
- The art of active listening
- Reflective Listening
- The impact of body language
- The power of vocal control
- Using assertive language
- Using silence for effect
- Reading between the lines
- Checkpoints.
- Step Three: Signal For Movement
- What is a signal
- How to signal
- Questioning for clarification
- Checkpoints.
- Step Four: Probe With Proposals
- What is a proposal
- Presenting proposals
- Receiving proposals
- Packaging
- Checkpoints.
- Step Five: Exchange Concessions
- How to make concessions
- How to build momentum
- Checkpoints.
- Step Six: Closing The Deal
- Timing the close
- Common closing techniques
- Other closes
- Managing the tension
- Deadlocks
- Checkpoints.
- Step Seven: Tie Up The Loose Ends
- Verifying what has been agreed to
- Planning for future differences
- Reviewing the performance
- Checkpoints.
- Building a Wining Relationship
- The golden rules of relationship building
- Psychological traps.
- Power and Persuasion
- The six sources of power.
- Planning Your Strategy
- Choosing the Right Tactics
- The Sixteen Critical Success Factors
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