The_Essential_Manager_s_Handbook

ANSWERING TOUGH QUESTIONS / 359 Responding to questions PROBLEM SOLUTION EXAMPLE “So what you’re saying is there’s been a lack o ...

360 / TAKING CENTER STAGE Dealing with the media Understanding your role Dealing effectively with independent media means recogn ...

DEALING WITH THE MEDIA / 361 Ground rules for media interaction AN INTERVIEW IS A BUSINESS TRANSACTION Set yourself a goal for e ...

362 / TAKING CENTER STAGE Talking to reporters Preparing for the interview Reporters are always under pressure to produce their ...

TALKING TO REPORTERS / 363 Getting your message across A standard line of questioning for reporters concerns the “worst case sce ...

US_364-365_Negotiating_Introduction.indd 364 02/06/2016 16:41 ...

NEGOTIATING US_364-365_Negotiating_Introduction.indd 365 02/06/2016 16:41 ...

Negotiation is a skill that you can learn and develop through practice and experience. By framing the process correctly and by s ...

Becoming a negotiator Being persuasive UNDERSTANDING dilemmas Understanding negotiation Designing the structure US_366-367_Prepa ...

368 / PREPARING TO NEGOTIATE Becoming a negotiator Seeing the benefits When you become skilled in negotiation, you can be of rea ...

BECOMING A NEGOTIATOR / 369 Understanding the basics Good negotiators are made rather than born. Although some may be naturally ...

370 / PREPARING TO NEGOTIATE Understanding negotiation dilemmas Identifying true dilemmas Over time, a number of myths have evol ...

UNDERSTANDING NEGOTIATION DILEMMAS / 371 THE HONESTY DILEMMA How much should you tell the other party? If you tell them everythi ...

372 / PREPARING TO NEGOTIATE Being prepared Setting the limits You should always go to the negotiating table with clear answers ...

BEING PREPARED / 373 Looking across the table A negotiator was once asked if he could formulate a proposal that took into consid ...

374 / PREPARING TO NEGOTIATE Understanding your counterpart It is important to understand the issues and interests of the other ...

BEING PREPARED / 375 Tailoring your strategy Make sure that your negotiating strategy and behavior reflects the other party’s si ...

376 / PREPARING TO NEGOTIATE Designing the structure Structuring your approach Every successful negotiation starts with a clear ...

DESIGNING THE STRUCTURE / 377 Making a framework Your agreed framework needs to be sufficiently flexible to accommodate changes ...

378 / PREPARING TO NEGOTIATE Managing impasses Once you have an agreed framework in place, you also need to structure the proces ...