Practical Business Negotiation

1. What do you Want to get from Negotiations?
Distributive and Integrative
Choosing the Strategy
When not to Negotiate at All
2. First Connections
Gaining and Giving Information
Relationships
Empathy
Impression Management
Satisfaction
Negotiation Error: How NOT to give a Concession
3. Core Negotiation Concepts
Anchoring Effect
BATNA
Reserve Point
Negotiation Error: Watch your BATNA
Understanding and Misunderstanding Interests
Principle Based Negotiation
4. Structure and Planning
Getting to Start
Building Momentum
3D Negotiation
Basic Planning
Identifying Interests
Backward Mapping
Priority and Outcome Mapping
The Sequence of Talk at the Table
5. Some Cultural Considerations
Top Down / Bottom Up
Culture and Negotiation
Weak/Strong Points of North American Negotiators
Weak/ Strong Points of Japanese Negotiators
Weak/Strong Points of Chinese Negotiators
Gender
6. Talking the Talk
Designing Offers and Suggesting Tradeoffs
Accepting and Rejecting Offers
Summarizing and Clarifying
Practical Verbal Signals
Deadlock and Breaking Deadlock
Shutdown Moves
Language Choice
Visual Communication
Remote Electronic Negotiations
Negotiation Error: When to Go Slow
7. Negotiation Tactics
Tactics at the Table
Persuasion Approaches
Humor in the Negotiation
Ethics
Who Should You Not Negotiate With?
8. Win at home before you go
Educating the Boss and Coworkers
Back Table Negotiations
Negotiation Error: Back Table Out of Synch
Problem Solving Techniques
War Gaming as Preparation
Financial Modelling
9. What kind of negotiator…
…are you? …are they?
Cognitive Bias
Bias and Decision Making
Teamwork
10. Agreements
Robust Agreements that can Survive
Control Mechanisms Often Found in Negotiated Agreements
When Agreements Don`t Survive: Outside Support, Mediation, Arbitration
Draft or Binding Agreements
11. Review from a High Altitude
Lifecycle of Negotiation
Example of a Negotiation through the Phases
Practical List of Don’ts
12. Reflection on Negotiation Theory
Voluntariness
Utility
Strategy
Relationship
Relationship and Negotiations across Cultures
Negotiation Structure
Communication
Game Theory and Negotiating
Appendix I: Glossary
Appendix II: Case simulations
Appendix III: Planning Documents
Distributive/Integrative + New Value Creation
Planning Document – Clusters
Reserve Line
Backward Planning
Flowchart planning
Issues, steps, reserve, scorecard
Appendix IV: Cultural differences
Appendix V: Understanding Failure
The Meaning of Failure
Avoiding Failure
Identifying Failure Mechanisms and their Impacts
Appendix VI: Stakeholder Analysis