The_Essential_Manager_s_Handbook

MANAGING EMOTIONS / 419 STRATEGIC USE OF ANGER Some negotiators successfully use displays of anger strategically to try to encou ...

420 / CONDUCTING NEGOTIATIONS You need to find ways to empathize with the other party of our success is based on our ability to ...

MANAGING EMOTIONS / 421 Using emotional intelligence When negotiators are emotionally overwhelmed, their mental capacity to nego ...

422 / CONDUCTING NEGOTIATIONS Dealing with competitive tactics In competitive win–lose position-based negotiations, negotiators ...

DEALING WITH COMPETITIVE TACTICS / 423 USING EMOTIONAL BLACKMAIL A negotiator tries to intimidate or influence you by fabricatin ...

424 / CONDUCTING NEGOTIATIONS Closing the deal Preparing to negotiate Before you close the deal, both you and your counterpart n ...

CLOSING THE DEAL / 425 Reaching agreement A written agreement usually marks the closure of a negotiation. The agreement, which i ...

However experienced you are at negotiating, there are always ways to improve your technique. Negotiating in groups, in an intern ...

LEARNING FROM THE MASTERS NEGOTIATING AS A TEAM Being a mediator NEGOTIATING INTERNATIONALLY Using a coach DEALING WITH MANY PAR ...

428 / DEVELOPING YOUR TECHNIQUE Negotiating as a team Deciding when to use a team Some negotiations demand a diverse set of abil ...

NEGOTIATING AS A TEAM / 429 MAKE TIME TO PREPARE Make sure that you have enough time to create a cohesive, trustworthy team, and ...

430 / DEVELOPING YOUR TECHNIQUE Understanding the advantages There are many benefits to negotiating as a team. Being part of a t ...

NEGOTIATING AS A TEAM / 431 Avoiding the pitfalls Working in a team can lead to a lack of focus and consistency, so appoint a ch ...

432 / DEVELOPING YOUR TECHNIQUE Dealing with many parties Balancing complex issues Multiparty negotiations are in many ways simi ...

DEALING WITH MANY PARTIES / 433 Case study CHAIRING MULTIPARTY TALKS The central challenge for the Chair of a meeting is to gain ...

434 / DEVELOPING YOUR TECHNIQUE Building winning coalitions The moment there are more than two parties in a negotiation, there a ...

DEALING WITH MANY PARTIES / 435 Gaining influence and trust The second important factor to consider when building a coalition is ...

436 / DEVELOPING YOUR TECHNIQUE Recruiting coalition partners When building a coalition, start by identifying all stakeholders, ...

DEALING WITH MANY PARTIES / 437 Gaining allies Next, focus on the allies who agree with your vision and are trustworthy, but who ...

438 / DEVELOPING YOUR TECHNIQUE Negotiating internationally Understanding the differences You are likely to experience significa ...