How to Negotiate Effectively (Creating Success)

Contents......Page 7
Introduction......Page 11
Know what negotiation is......Page 13
Know what negotiation isn’t......Page 14
Win–win......Page 15
Commitment......Page 17
Objective......Page 18
Strategy......Page 20
Tactics......Page 21
Prepare......Page 23
Rehearse......Page 24
Describe your position......Page 25
Propose......Page 26
Agree......Page 27
The quandary of uncertainty......Page 29
Avoid intransigence......Page 30
Understand aspiration......Page 31
Never say yes first time......Page 32
What we think conditions our approach......Page 33
Before presenting a solution, make sure you understand the needs......Page 34
The authority of print......Page 36
The authority of information......Page 38
The authority of patience......Page 39
The authority of positive posturing......Page 41
The authority of levers......Page 42
The authority of resolved weaknesses......Page 43
Aspiration lowering......Page 45
It’s all I have got......Page 47
The hurdle!......Page 48
The A-Team factor......Page 49
Erosion......Page 50
The upward spiral......Page 52
This is not negotiable......Page 54
What ifs......Page 56
Deadlines......Page 58
Negotiable variables – or tradeable concessions......Page 60
Trade what is inexpensive to you......Page 61
Don’t give goodwill concessions......Page 63
Trade concessions one at a time......Page 65
Aim higher than you think......Page 66
Don’t split the difference......Page 67
Don’t be first to accede to pressure on primary items......Page 69
Help the other person to feel they have a good deal......Page 70
Maximise the value of what you offer......Page 71
Minimise the value of what they are offering......Page 72
Don’t just think it!......Page 73
Find areas for negotiable variables......Page 74
Identify key variables and their place in the negotiation......Page 75
Build in some negotiable variables......Page 76
Determine whether this is long term or short term......Page 77
Potential sources of negotiable variables......Page 78
The magic ‘if’......Page 82
Use silence......Page 83
Watch out for frustration......Page 84
Avoid immovable positions......Page 85
The bridging moment......Page 86
Make a statement – ask a question......Page 87
The way forward......Page 88
Questioning – an overview......Page 89
Questions make the difference......Page 90
The outcome of questions......Page 91
What sort of questions?......Page 92
An exercise......Page 93
Six summary reasons for asking questions......Page 98
Ensure your counterpart has the authority to negotiate......Page 99
Check the power behind the scenes......Page 100
Have we got the decisionmaker/s?......Page 101
Post purchase remorse can undo the close......Page 104
Keeping positive passion for your service and product range is essential for the close......Page 106
Characteristics of effective negotiators......Page 108
Effective negotiators look at buying and selling in the samedeal......Page 109
Effective negotiators keep the whole package in mind......Page 110
Effective negotiators avoid irritators......Page 112
Effective negotiators embrace mistakes......Page 113
Effective negotiators have an eye for body language......Page 114
Characteristics of ineffective negotiators......Page 116
Do always maintain the initiative......Page 118
Do put things in writing......Page 119
Do conceal your emotions......Page 120
Do use experts......Page 121
Don’t expect to win them all......Page 122
Don’t be afraid to break off negotiation......Page 123
Don’t attack your counterpart – attack the problem......Page 124
Don’t deal in round numbers......Page 125
Don’t be afraid to go back and try again......Page 126
Don’t be afraid of risk......Page 127
Don’t be afraid to make your counterpart work hard......Page 128
Do identify buying signals in your negotiations......Page 129
Do look out for personality mirrors......Page 131
Specific tips for negotiating print and promotion......Page 134
Price rises – how to get it wrong......Page 135
Do research before you buy......Page 136
The ones that nearly got away......Page 137
The ten commandments......Page 138
Don’t be afraid to give......Page 139
How to eat the elephant......Page 140
Contact details......Page 141
Appendix......Page 142
Negotiation workshops tailored to your company or department......Page 146