Negotiating Skills for Managers

Negotiating Skills for Managers

Authors: Steven Cohen

Published: March 2002

eISBN: 9780071415453 0071415459 | ISBN: 9780071387576

Contents

Preface

1. Competitive Versus Collaborative Decision Making

What Is Negotiation?

What Negotiation Is Not

Types of Negotiation

Investigating Your Interests

What Differences Does It Make to Distinguish Between Interests and Positions?

How Do You Deal with Positional Bargainers?

Is Money Really the Interest?

Primary (Fundamental) and Secondary (Derivative) Interests

Looking Beyond Our Personal Interests

The Three C's of Interests

When Interests Conflict

Manager's Checklist for Chapter 1

2. BATNA—Choosing Whether to Walk Away

Making Choices

Balance of Power

Understanding Our BATNA Offers Choices

What Is Our Walking-in BATNA?

Does BATNA Ever Change?

BATNA Is Not the Bottom Line

Elements of BATNAs

Strengthening and Weakening BATNAs

Assumptions

Manager's Checklist for Chapter 2

3. Are We Ready? Inoculation Protects the Parties

Substantive Inoculation: Knowing the Subject

In Negotiation, the Past Has No Future

Selling the Product to the Salesperson

Goals of Inoculation

Inoculation as a Tool for Improving Your BATNA

What Information Do We Need About Ourselves?

What Information Do We Need About Other Parties?

Preparing for Negotiation on Your Own

Active Listening

Inoculation Includes Process as Well as Substance

Internal and External Inoculation

The Bottom Line

When Inoculation Is Impossible

Manager's Checklist for Chapter 3

4. Preparation Part One: Stakeholders, Constituents, and Interests

Shooting from the Hip

Unplanned Negotiations

Surprises

What Does Preparation Mean?

Looking Inside Yourself

Understanding the Subject Matter

Internal Negotiation

Preparing Other Parties

Juggling Conflicting Agendas

Strengthening and Weakening BATNAs

Reasons to Prepare for Negotiation

Manager's Checklist for Chapter 4

5. Preparation Part Two: Developing a Strategy Using Interest Mapping

Making Assumptions

Interested Parties

Stakeholders

Create Your Interest Map

Record Your Assumptions About Stakeholders' Interests

Don't Go It Alone

Low-Cost Solutions

How to Use Interest Maps

Using Your Interest Map in Negotiation

Be Prepared for Hot Buttons

Donut Hole Interest Maps

After the Negotiation

Be Prepared!

Manager's Checklist for Chapter 5

6. Communication: Key to Effective Negotiating

Preparation Put to Use

Communicating to Influence

Active Listening

Communicating with Difficult People

Reframing

What Is Your Point?

Communicating Information

Manager's Checklist for Chapter 6

7. Emotions: Dealing with Ourselves and Others

Do Emotions Belong in Negotiation?

Recognizing and Prioritizing Emotions

Surprise

Are You Negotiating to Solve a Problem or Have a Fight?

Confidence-Building Measures

Only One Person Can Get Angry at a Time

Reacting to Emotional Outbursts

De-escalation

Healing Relationships

Dealing with Difficult People

Bullies

Expressing Emotions Is Not Bad Negotiating

Manager's Checklist for Chapter 7

8. Dealing with Annoyance and Leveling the Playing Field

Myths

Psychological Games

Giving or Taking Offense

Controlling the Board

Physical Set-Up

Building Confidence in Your Counterpart

I Understand You, But That Doesn't Mean I Agree with You

Expectations

Early Wins Can Be Traded Away Later

Level Playing Field

Manager's Checklist for Chapter 8

9. Globalism Starts at Home: Cross-Cultural Issues

Nationality Is Not the Only Difference

Internal Negotiation

Bringing Tribes Together

You Can't Tell a Book by Its Cover

Negotiation Choreography

When Yes Means No

Offense as a Cultural Barrier

Overcoming Cultural Obstacles

Can I Depend on Them?

Don't Get Hung Up on Style

Manager's Checklist for Chapter 9

10. Creativity and Bargaining Chips

Single-Issue Negotiating

Multi-Issue Negotiations

The Value Creation Curve

Value Versus Price

Don't Dictate Value

Separating People from the Problem

Healing Relationships

Check the Appeal of Creative Elements—One by One

Don't Hog the Credit

Confirming Mutual Understanding

Open Your Mind and Expand the Possibilities

Manager's Checklist for Chapter 10

11. The Negotiation Process

Agenda Setting

Building Confidence and Comfort

Utilizing Your Interest Map

Bargaining

Building Long-Term Commitment

Objective Criteria

ZOPA

Expectations and Concessions

Compromise

Collaboration

Multitasking

It's Not Over Until It's Over

Not Rocket Science

Manager's Checklist for Chapter 11

12. The Seven Pillars of Negotiational Wisdom

Paying Attention to Priorities

Relationship

Interests

BATNA

Creativity

Fairness

Commitment

Communication

Foundation of the Seven Pillars

Manager's Checklist for Chapter 12

Index