Negotiating Success

Content: Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want
 Contents
 Introduction
 I: The People in the Process
 1 Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T.
 Mutuality
 Proactivity
 R.E.S.P.E.C.T
 Mutuality, Proactivity, and R.E.S.P.E.C.T. Summary
 2 Reviewing Human Fundamentals
 False Self and True Self
 Centricities
 Reviewing Human Fundamentals Summary
 3 Expanding Emotional Intelligence
 Self-Awareness
 Self-Management
 Social Awareness
 Managing Relationships
 Expanding Emotional Intelligence Summary
 Case Study. 4 Working with Negotiating StylesDoer-Task-Oriented
 Thinker-Task-Oriented
 Talker-People-Oriented
 Guardian-People-Oriented
 Working with Negotiating Styles Summary
 Unfolding Case Study
 5 Integrating Six Principles of Ethical Influence
 The Principle of Reciprocity
 The Principle of Liking
 The Principle of Social Proof
 The Principle of Authority
 The Principle of Consistency
 The Principle of Scarcity
 Integrating the Six Principles of Influence Summary
 6 Dissolving Conflict
 Code of Conduct
 Conflict Escalation
 Conflict De-Escalation
 Dissolving Conflict Summary. 7 Presenting Your CaseWhy People Buy
 Image, Productivity, and/or Profitability
 Numb-Pain-Ready to Act
 Reception Challenges
 Doer as Presenter
 Thinker as Presenter
 Talker as Presenter
 Guardian as Presenter
 Summary of Behavior Styles as Presenters
 Setting Direction-4 A\'s
 Summary of Behavioral Styles 4 A\'s Satisfaction Points
 Using Your Voice-The 6 P\'s
 Competence and Confidence
 Composed Beginning
 Strong Stride
 Leader\'s Stance
 Breathe
 Eye Connection
 Expressive Face
 Body Language and Gestures
 Presenting Your Case Summary
 II: The Negotiating Process. 8 Understanding Negotiation FundamentalsNegotiation Fundamentals
 Assumptions
 Information Is Power
 Disclosure Establishes Trust
 Overly Competitive = Lose-Lose
 Trading Value-Concessions
 Creative Thinking
 Understanding Negotiation Fundamentals Summary
 9 Creating Range and Alternatives
 Wish
 Starting Point
 Who Names the Number First?
 Bottom Line
 BATNA-Best Alternative to a Negotiated Agreement
 WATNA-Worst Alternative to a Negotiated Agreement
 Creating Range and Alternatives Summary
 10 Concretizing \"Why,\" \"What,\" and \"How\"
 Why, What, and How
 Concretizing Why, What, and How Summary. 11 Preparing for Your SessionUniting Your Team
 Preparing for Your Session Summary
 12 Discovering All Sides
 Discovery Phase
 Skills for Use in Discovery
 Discovery Phase Summary
 13 Checking In Before Moving On
 Check-in Phase
 Check In Before Moving On Summary
 14 Trading for Mutual Gain
 Trade Phase
 Trading for Mutual Gain Summary
 15 Evaluating for Improvement
 Evaluate Phase
 Evaluating for Improvement Summary
 16 Disposing of Tactics
 Exposing Tactics
 The Use of Tactics
 Disposing of Tactics Summary
 17 Practicing for Life
 Appendix
 Index.