The_Essential_Manager_s_Handbook

DESIGNING THE STRUCTURE / 379 Thinking straight The psychosocial process requires a sound knowledge of human behavior and an und ...

380 / PREPARING TO NEGOTIATE -^ Move from multiparty negotiations^ to one-on-one negotiations. -^ Change the level of negotiatio ...

DESIGNING THE STRUCTURE / 381 -^ Expedite the process by issuing^ a deadline. -^ Change the venue or schedule. -^ Conduct some o ...

There are many approaches to negotiation. Some negotiators advocate a hard-line, uncompromising style. But skilled negotiators k ...

Developing mutual trust Negotiating fairly Defining negotiation styles STYLES Building relationships Negotiating internationally ...

384 / SETTING YOUR STYLE Defining negotiation styles Spotting different approaches There are three styles of negotiation: distri ...

DEFINING NEGOTIATION STYLES / 385 Using mixed-motive tactics The true nature of effective negotiations is often mixed, requiring ...

386 / SETTING YOUR STYLE Defining interest-based negotiation Focusing on interests In interest-based negotiation, the negotiator ...

DEFINING INTEREST-BASED NEGOTIATION / 387 USE STANDARDS Base your negotiation on precedents, laws, and principles, rather than a ...

388 / SETTING YOUR STYLE Learning from the masters whole brain Setting your style Ned Herrmann, author of The Creative Brain, pr ...

NEGOTIATING FROM THE WHOLE BRAIN / 389 Influencing others The whole brain model can sometimes help you to influence your counter ...

390 / SETTING YOUR STYLE Creating win–win deals Getting the conditions right Effective negotiations, unlike competitive sports, ...

CREATING WIN-WIN DEALS / 391 Bundling the issues Effective negotiators do not negotiate a single issue at a time because this im ...

392 / SETTING YOUR STYLE Building relationships Making contact Effective negotiators know that, in the long run, good relationsh ...

BUILDING RELATIONSHIPS / 393 Interacting informally In your interactions with the other party, take advantage of any opportuniti ...

394 / SETTING YOUR STYLE Developing mutual trust Understanding the benefits Trust involves a willingness to take risks. It has t ...

DEVELOPING MUTUAL TRUST / 395 Building your reputation One of the most important currencies negotiators have is their reputation ...

396 / SETTING YOUR STYLE Ways to ensure that the pie is sliced fairly Negotiating fairly Ensuring fairness There are several cat ...

NEGOTIATING FAIRLY / 397 Creating a fairness frame In addition, a negotiator’s level of satisfaction and willingness to follow t ...

The negotiation process is a strategic interplay between the parties on either side of the table. To be successful, you need to ...