The_Essential_Manager_s_Handbook

Avoiding decision traps Managing emotions Dealing with competitive tactics COMPETITIVE TACTICS Negotiating with power MANAGING I ...

400 / CONDUCTING NEGOTIATIONS Negotiating with power INFORMATION BATNA RESOURCES NEEDING THE DEAL TIME SUNK COSTS SKILLS Power i ...

NEGOTIATING WITH POWER / 401 The fewer deadlines you are pressed with, the more power you have to wait and explore opportunities ...

402 / CONDUCTING NEGOTIATIONS Negotiating as a team weak position If your position is weak, never share this information with th ...

NEGOTIATING WITH POWER / 403 USE LIKEABILITY AND INTEGRITY When in a weak position, do not underestimate the power of personal l ...

404 / CONDUCTING NEGOTIATIONS Making offers and counteroffers Knowing when to go first Some experts suggest that you should not ...

MAKING OFFERS AND COUNTEROFFERS / 405 Setting your offer Whether you present your offer first or second, how high should your of ...

406 / CONDUCTING NEGOTIATIONS Making concessions Conceding in small steps Each negotiation event is unique, so there are no abso ...

MAKING CONCESSIONS / 407 ENABLING RECIPROCITY Label the concessions you make as ones that are costly to you and then reduce your ...

408 / CONDUCTING NEGOTIATIONS Being persuasive Influencing others Effective negotiators use a range of influencing techniques th ...

BEING PERSUASIVE / 409 Emphasizing benefits A group of home-owners in California was given the advice that “if you insulate your ...

410 / CONDUCTING NEGOTIATIONS 97 % of people will agree to a request even if the reason does not make sense 98 % of people will ...

BEING PERSUASIVE / 411 USE SCARCITY It is human nature for people to want more of what they cannot have. When you present your o ...

412 / CONDUCTING NEGOTIATIONS Managing impasses Dealing with many parties Skilled and experienced negotiators expect there to be ...

MANAGING IMPASSES / 413 Oiling the wheels If you are facing an impasse, experts suggest that, in the intensity of the moment, yo ...

414 / CONDUCTING NEGOTIATIONS Avoiding decision traps Making the right decisions Understanding the decision traps that negotiato ...

AVOIDING DECISION TRAPS / 415 Do not hesitate to reverse your original decision and cut your losses; create an exit strategy eve ...

416 / CONDUCTING NEGOTIATIONS Understanding decision errors ERROR DESCRIPTION >>^ Acting contrary to your self-interest by ...

AVOIDING DECISION TRAPS / 417 ERROR DESCRIPTION >>^ Making a decision based on limited information,^ even though informati ...

418 / CONDUCTING NEGOTIATIONS Managing emotions Understanding the approaches There are three types of emotional approach in nego ...