by Philippe Korda
2012
ISBN: 9781606493069
Using a fictional buyer-salesperson relationship to exemplify the ?Golden Rules? and other negotiation concepts, this book provides simple tools to help readers achieve successful, desirable negotiation outcomes.
The Five Golden Rules of Negotiation (The Human Resource Management and Organizational Behavior Collection)
Product Description
This book is based upon detailed research on the behavior and skills of successful negotiators. From this research, the book extracts Five Golden Rules along with simple tools and techniques which, if applied, guarantee a successful negotiation outcome.
shipping_weight: 6.4 ouncesASIN: 160649306X
$19.53
Table of Contents
The Five Golden Rules of Negotiation
Foreword
Prologue
Part I ? Become an Expert?Master the Five Golden Rules of Negotiation
Chapter 1 ? The Crucial Prerequisite
Margaret Peake?s Office, 2 Years Earlier
In The Restaurant
The Crucial Prerequisite: Know What You Want
What Do You Do When Things Get Difficult?
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 2 ? How To Set Your Initial Offer
Margaret Peake?s Office, 2 Years Earlier
In The Restaurant
Golden Rule No. 1: Have The Courage To Set A High Initial Demand
How Do You Apply Golden Rule No. 1 When Things Get Difficult?
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 3 ? How To Respond To The Other Party?s Initial Attacks
Margaret Peake?s Office, 7 Years Earlier
In The Restaurant
Golden Rule No. 2: When Asked For A Concession, Always Respond First With A Defense Of Your Offer
Amateurs And Professionals
How Do You Apply Golden Rule No. 2 When Things Get Difficult?
Key Points To Memorize
A Sensible Question To Ask Yourself
Chapter 4 ? Never Make A Concession Without Getting Something In Return
Margaret Peake?s Office, 6 Years Earlier
In The Restaurant
Margaret Peake?s Office, 7 Years Earlier
In The Restaurant
Golden Rule No. 3: Only Grant A Concession If You Get Something In Return
How Do You Apply Golden Rule No. 3 When Things Get Difficult?
Chapter 5 ? How To Avoid Giving Away More Than Necessary
Carl Ritchie?s Office, 8 Years Earlier
In The Restaurant
Golden Rule No. 4: If You Have To Give Ground, Do So In Small Steps
How Do You Apply Golden Rule No. 4 When Things Get Difficult?
Key Points To Memorize
Some Sensible Questions To Ask Yourself
A Tool For The Implementation Of Golden Rules 3 And 4: The Concessions Matrix
Chapter 6 ? How To Guide Negotiations To A Successful Conclusion
The Boardroom, 2 Years Earlier
In The Restaurant
Golden Rule No. 5: Ensure You Lead The Negotiation Toward Its Conclusion
Principles For Implementing Golden Rule No. 5
How Do You Apply Golden Rule No. 5 When Things Get Difficult?
Key Points To Memorize
Sensible Questions To Ask Yourself
Part II ? Become a Guru?Anticipate Your Opponent?s Moves
Chapter 7 ? How To Distinguish Apparent Demands From Real Demands
Margaret Peake?s Office, 5 Years Earlier
In The Restaurant
The Secret Of The Expert Negotiator
What Do You Do When Things Get Difficult?
Key Points To Memorize
Sensible Questions To Ask Yourself
Chapter 8 ? How To Shift The Balance Of Power Between Buyer And Seller
Boardroom, 2 Weeks Earlier
In The Restaurant
What Are Your Opponent?s Intrinsic Powers?
A Negotiator?s Personal Ability To Optimize The Effectiveness Of His Or Her Power
How Can You Shift An Unfavorable Balance Of Power In Your Favor?
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 9 ? How To Avoid The Traps Of Professional Negotiators
Margaret Peake?s Office, 10 Years Earlier
In The Restaurant
The Traps Of The Professional Negotiators
In The Restaurant
Boardroom, 9 Years Earlier
In The Restaurant
Some Other Traps Of The Professional Negotiator
Avoiding The Traps Of The Professional Negotiator: Four Recommendations
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 10 ? How To Analyze And Exploit Decision-Making Processes
Margaret Peake?s Office, 10 Years Earlier
In The Restaurant
The Players
The Real Objective Of Each Player
The Resources And Constraints Of Each Player
The Rational Strategies Of The Players
Your Personal Strategy
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Part III ? Become A Legend: Develop Exceptional Negotiating Skills
Chapter 11 ? Get ?THE Enemy? ON Your Side
Margaret Peake?s Office, 10 Years Earlier
In The Restaurant
Establishing A Good Rapport With Your Counterpart Is Vital For The Successful Negotiator
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 12 ? How To Handle Bluffs And Detect Lies
Margaret Peake?s Office, 6 Years Earlier
In The Restaurant
How To Use The Bluff Properly During Negotiations
Decoding Lies
What Do You Do When Things Get Difficult?
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 13 ? Dealing With Difficult Discussions?Tactfully
Margaret Peake?s Office, 1 Year Earlier
In The Restaurant
Develop Your Listening And Observational Skills
Be The One Who Asks The Questions
Be The Person Who Sums Up, Talks Positively, And Steers The Negotiations
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Chapter 14 ? ?Take It Or Leave It??How To Break The Deadlock
Margaret Peake?s Office, 4 Years Earlier
In The Restaurant
?Take It Or Leave It?: A Tactic That Takes Many Forms
?Take It Or Leave It?: Game Over . . . Or Is It?
In General
Key Points To Memorize
Some Sensible Questions To Ask Yourself
Epilogue
Appendix?Carl Ritchie Applies Margaret Peake?s Advice
Notes
Chapter 3
Chapter 11
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