How to Negotiate Effectively

Enhanced descriptions from Syndetics:

How to Negotiate Effectively provides tips, tools and techniques for getting it right. It explores and advises on every aspect of the negotiation process, including: tactics and counter-measures, handling deadlock, making concessions, enhancing your authority and getting the best deal.

This new edition also contains material on identifying true decision makers, and how to spot buying signals in negotiations.

An essential step-by-step guide, How to Negotiate Effectively will help anyone achieve a balanced 'win-win' outcome every time.

Table of contents provided by Syndetics

• Introduction (p. 1)
• 1 Definition (p. 3)
• Know what negotiation is (p. 3)
• Know what negotiation isn't (p. 4)
• Win-win (p. 5)
• 2 Count the cost (p. 9)
• Commitment (p. 9)
• Objective (p. 11)
• Strategy (p. 12)
• Tactics (p. 13)
• 3 Seven key elements (p. 15)
• Plan and prepare (p. 15)
• Rehearse (p. 18)
• Explore and explain (p. 21)
• Propose (p. 22)
• Bargain (p. 22)
• Agree (p. 23)
• Review (p. 24)
• 4 Introductory comments (p. 25)
• The quandary of uncertainty (p. 25)
• Avoid intransigence (p. 26)
• Understand aspiration (p. 28)
• Never say yes first time (p. 28)
• What we think conditions our approach (p. 29)
• Before presenting a solution, make sure you understand the needs (p. 30)
• 5 Enhance your authority (p. 33)
• The authority of print (p. 33)
• The authority of information (p. 35)
• The authority of patience (p. 37)
• The authority of positive posturing (p. 38)
• The authority of levers (p. 39)
• The authority of resolved weaknesses (p. 40)
• The authority of clear internal relationships (p. 41)
• 6 Tactics and countermeasures (p. 43)
• Aspiration lowering (p. 43)
• It's all I have got (p. 45)
• The hurdlel (p. 46)
• The A-Team factor (p. 47)
• Erosion (p. 48)
• The upward spiral (p. 50)
• This is not negotiable (p. 53)
• What ifs (p. 55)
• Deadlines (p. 56)
• 7 Negotiable variables - or tradeable concessions (p. 59)
• Never give, always trade (p. 59)
• Trade what is inexpensive to you (p. 60)
• Don't give goodwill concessions (p. 62)
• 8 Rules for making concessions (p. 63)
• Trade in small steps (p. 63)
• Trade concessions one at a time (p. 63)
• Aim higher than you think (p. 64)
• Don't split the difference (p. 66)
• Watch out for the shocker (p. 67)
• Don't be first to accede to pressure on primary items (p. 68)
• Help the other person to feel they have a good deal (p. 69)
• Maximise the value of what you offer (p. 70)
• Minimise the value of what they are offering (p. 71)
• Don't just think it! (p. 72)
• 9 Looking for negotiable variables (p. 73)
• Find areas for negotiable variables (p. 73)
• Identify key variables and their place in the negotiation (p. 74)
• Build in some negotiable variables (p. 75)
• Determine whether this is long term or short term (p. 76)
• Potential sources of negotiable variables (p. 77)
• The magic 'if' (p. 82)
• Use silence (p. 82)
• 10 Handling deadlock (p. 85)
• Watch out for frustration (p. 85)
• Avoid immovable positions (p. 86)
• Avoid price rot (p. 87)
• The bridging moment (p. 87)
• Make a statement-ask a question (p. 88)
• The way forward (p. 89)
• 11 Questions, questions, questions (p. 91)
• Questioning - an overview (p. 91)
• Questions make the difference (p. 91)
• Asking questions is the method of navigation (p. 92)
• The outcome of questions (p. 93)
• What sort of questions? (p. 94)
• An exercise (p. 95)
• Six summary reasons for asking questions (p. 100)
• 12 Profiling for strategic level negotiation (p. 101)
• Definition (p. 102)
• Identify appropriate strategies and cost management techniques (p. 102)
• 13 The authority of your counterpart (p. 107)
• Ensure your counterpart has the authority to negotiate (p. 107)
• Check the power behind the scenes (p. 108)
• Manage the power behind the scenes (p. 109)
• Have we got the decision-maker/s? (p. 109)
• 14 Handling long-term negotiations (p. 113)
• Story 1 (p. 113)
• Story 2 (p. 117)
• 15 Post-purchase remorse can undo the close (p. 121)
• Keeping positive passion for your service and product range is essential for the close (p. 123)
• 16 Tough or effective? (p. 125)
• Characteristics of effective negotiators (p. 125)
• Effective negotiators look at buying and selling in the same deal (p. 126)
• Effective negotiators balance their team carefully (p. 127)
• Effective negotiators keep the whole package in mind (p. 127)
• Effective negotiators have a good alternative (p. 129)
• Effective negotiators avoid irritators (p. 129)
• Effective negotiators embrace mistakes (p. 130)
• Effective negotiators have an eye for body language (p. 131)
• Effective negotiators always stay in control (p. 133)
• Characteristics of ineffective negotiators (p. 133)
• 17 Dos and don'ts (p. 135)
• Do always maintain the initiative (p. 135)
• Do put things in writing (p. 136)
• Do learn to use higher authority (p. 137)
• Do conceal your emotions (p. 138)
• Do ask for discount when paying cash (p. 138)
• Do use experts (p. 139)
• Don't expect to win them all (p. 139)
• Don't be afraid to break off negotiation (p. 140)
• Don't attack your counterpart-attack the problem (p. 141)
• Don't show triumph (p. 142)
• Don't deal in round numbers (p. 143)
• Don't indicate movement before you need to (p. 143)
• Don't dig your heels in (p. 143)
• Don't be afraid to go back and try again (p. 144)
• Don't be afraid of risk (p. 144)
• Don't succumb to dangerous phrases (p. 145)
• Don't be afraid to make your counterpart work hard (p. 146)
• Do identify buying signals in your negotiations (p. 146)
• Do look out for personality mirrors (p. 149)
• 18 Four specific techniques (p. 153)
• Using social media in negotation (p. 153)
• Specific tips for negotiating print and promotion (p. 155)
• Price rises -how to get it wrong (p. 156)
• Do research before you buy (p. 157)
• 19 Final words (p. 159)
• The ones that nearly got away (p. 159)
• The ten commandments (p. 160)
• Don't be afraid to give (p. 161)
• Don't forget Prepbar© (p. 162)
• How to eat the elephant (p. 163)
• Contact details (p. 164)
• Negotiation workshops tailored to your company or department (p. 165)
• Appendix (p. 167)