The Negotiation Fieldbook

Terms of Use......Page 5
Want to learn more?......Page 6
Contents......Page 9
Foreword......Page 11
Acknowledgments......Page 13
Introduction......Page 15
The Primary Goal of This Guide Is to Teach You What to Say and Do in Any Negotiation......Page 16
Recommending a Practical “Expand the Pie” Approach......Page 17
The Method Presented in This Guide Will Work Whether or Not the Other Side Is Collaborative......Page 18
Individuals and Organizations Need a Simple, Concise Negotiation Blueprint......Page 19
How Can You Make the Most of This Fieldbook?......Page 21
The ICON Negotiation Model......Page 22
Part One: The ICON Negotiation Model......Page 29
The Challenge......Page 31
The Solution......Page 32
Scenario......Page 40
Summary......Page 41
Review (See Answer Key at End of Chapter)......Page 42
Answer Key......Page 44
The Challenge......Page 47
The Solution......Page 48
Scenario......Page 53
Review (See Answer Key at End of Chapter)......Page 56
Answer Key......Page 59
The Challenge......Page 63
The Solution......Page 64
Summary......Page 71
Review (See Answer Key at End of Chapter)......Page 73
Answer Key......Page 74
The Challenge......Page 77
The Solution......Page 78
Summary......Page 83
Review (See Answer Key at End of Chapter)......Page 84
Answer Key......Page 86
Part Two: The 4D Process......Page 87
The 4D Approach......Page 88
The Challenge......Page 89
The Solution......Page 90
Design: “Tee It Up” for Success......Page 93
Summary and Design Checklist......Page 102
Review (See Answer Key at End of Chapter)......Page 105
Answer Key......Page 106
The Challenge......Page 109
The Solution......Page 110
Conducting the Dig Phase......Page 113
Conducting the Develop Phase......Page 121
Conclusion......Page 129
Summary and Dig and Develop Checklist......Page 130
Review (See Answer Key at End of Chapter)......Page 136
Answer Key......Page 137
The Challenge......Page 139
The Solution......Page 140
The Agreement......Page 142
Getting Both Parties on the Same Side......Page 150
Summary and Decide Checklist......Page 154
Review (See Answer Key at End of Chapter)......Page 157
Answer Key......Page 158
Part Three: Before You Get to the Table......Page 161
8 Dealing with Difficult Tactics......Page 163
Encyclopedia of Tactics......Page 166
9 Treat All Negotiations as Cross-Cultural......Page 173
10 Prepare, Prepare, Prepare!......Page 177
The Quickprep Planner......Page 178
Part Four: Appendix......Page 181
ICON Summary......Page 183
4D Summary......Page 184
4D Key Point Summary......Page 185
Worksheets......Page 187
Glossary......Page 199
References......Page 203
About Accordence......Page 207
About the Author......Page 209
Index......Page 211
Notes......Page 219