The Only Negotiating Guide You'll Ever Need, Revised and Updated: 101 Ways to Win Every Time in Any Situation - Softcover

Stark, Peter B.; Flaherty, Jane

 
9781524758905: The Only Negotiating Guide You'll Ever Need, Revised and Updated: 101 Ways to Win Every Time in Any Situation
Softcover
ISBN 10: 1524758906 ISBN 13: 9781524758905
Verlag: Crown, 2017

Inhaltsangabe

Discover the critical elements you need for a successful negotiation and 101 tactics to use in any high stakes business deal, when asking your boss for a raise, or even when asking your significant other to take out the garbage.

In this book, you'll discover your negotiating behavioral style through self-assessment questionnaires, gain the tools needed to deal with negotiation sharks (or bullies), learn tips for recognizing and interpreting your negotiating counterpart's body language to create beneficial outcomes, and see examples on how to counter unethical and unprofessional tactics effectively—and much more.

Using their 30 years of experience as business professionals, lead negotiators, consumers, and parents, Peter Stark and Jane Flaherty provide you with the tools you need to become a successful negotiator who builds win-win relationships.

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Über die Autorin bzw. den Autor

Peter B. Stark is president of Peter Barron Stark Companies, Inc. He travels internationally training procurement specialists, sales professionals and other leaders in the art of negotiation. He holds the prestigious designations of Accredited Speaker from Toastmasters International and Certified Speaking Professional from the National Speakers Association, and is the author of nine books.

Jane Flaherty is a senior consultant and trainer for Peter Barron Stark Companies, Inc. She has 25 years of experience designing and delivering training programs around the world. She has trained thousands of managers and employees in the areas of leadership, motivation, communication and negotiation, and has co-authored seven books on those subjects.

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Part I

The Skillful Negotiator

“Everybody sells something to somebody every day, whether it’s a product, a service, or just a case of making sure that they get their own way.”

—Chris Murray

1

What Is Negotiation?

“Let us never negotiate out of fear, but never fear to negotiate.”

—John F. Kennedy

In a research study of university students, the following question was posed to participants: How often do you negotiate—often, seldom, or never? More than 36 percent of the respondents answered “seldom” or “never.” Actually, this was a trick question, since the correct answer should have been “always.” Everything in life is negotiated, under all conditions, at all times. From asking your significant other to take out the garbage to merging onto the freeway in rush-hour traffic, from determining what time to schedule an appointment with a client to deciding which television program to watch with your family—every aspect of your life is spent in some form of negotiation.

Gerard I. Nierenberg was an American lawyer, author, and expert in negotiation and communication strategy. Forbes named Nierenberg “The Father of Negotiation Training” for his exploration of negotiation strategies and tactics as well as his decades of work disseminating the philosophy that “in a successful negotiation, everybody wins.” Nierenberg was the author of the first book on the formalized process of negotiation, The Art of Negotiating. He stated, “Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, then they are negotiating.”1

In short, most of us are involved in negotiations to one degree or another for a good part of any given day. Negotiation should be considered a positive way of structuring the communication process.

Typical Negotiated Transactions

Here is a list of some typical transactions in which you can improve your position by negotiating.

1. Price, terms, and accessory items on an automobile purchase

2. Price, terms, and length of escrow on a home purchase

3. Turnaround time and cost for car or home repairs

4. Which Netflix series your family will watch next

5. How much “free” data is included with your cell phone contract

6. Your salary, vacation time, and job “perks”

7. Scope of work projects and time frame for completion

8. Fees to charge a new client for professional services

9. How much time you allow your children to utilize their electronic devices

10. A date for an event

11. Which parties you will or will not attend during the holiday season

12. A work schedule that is flexible enough to meet your family’s needs

13. Merger and acquisition terms

14. What games or apps you will allow your children to download

15. Vacation schedules for employees

16. The time of year you will take your vacation (business) and where you will go (family)

17. What monthly price you’ll pay, what speed will be delivered, and how long your Internet provider will lock in the negotiated price

18. The shipping price and delivery date for a product

19. Convincing your significant other to upgrade your wide-screen TV from a 42-inch to a 108-inch to truly experience virtual reality

20. Discussing curfew with your teenager

Negotiation Situations

In what other areas in your life or daily routine could you improve your position by negotiating? List them here:

1.

2.

3.

4.

5.

How Good a Negotiator Are You?

Like any skill, negotiation can be learned, practiced, and mastered. Personal and professional growth in any area of life usually involves a combination of awareness and risk-taking. We have developed the following assessment to help you determine how good a negotiator you are. The assessment measures the personal characteristics necessary to be a great negotiator. Your answers will help you determine where you have strengths as a negotiator and where you may need improvement.

You can complete the assessment in the book, or complete it online. When you complete the assessment online, we will email you a PDF copy of your results. To complete the assessment online, please go to https://protect-us.mimecast.com/s/LL2mBEFkE2x5cd?domain=peterstark.com.

To complete the assessment in the book, circle the number that best reflects where you fall on the scale. The higher the number, the more the characteristic describes you. When you have finished, add up your numbers and put the total in the space provided.

1. I enjoy dealing with other people, and I am committed to building relationships and creating win-win outcomes.

1 2 3 4 5

2. I have good self-esteem and feel confident opening the negotiation at a high level of aspiration and expectation.

1 2 3 4 5

3. I work to create a comfortable, professional atmosphere.

1 2 3 4 5

4. I enjoy coming up with creative solutions to problems.

1 2 3 4 5

5. I am able to think clearly under pressure.

1 2 3 4 5

6. I am well prepared prior to entering a negotiation.

1 2 3 4 5

7. I am able to clearly identify my bottom line in every negotiation. (If I go below or above a certain point, I will walk out.)

1 2 3 4 5

8. I am willing to ask as many questions as it takes to get the information needed to make the best decision.

1 2 3 4 5

9. I communicate clearly and concisely.

1 2 3 4 5

10. I work to see each issue from my counterpart’s point of view.

1 2 3 4 5

11. I confront the issues, not the person.

1 2 3 4 5

12. I focus on shared interests, not differences.

1 2 3 4 5

13. I look for ways to “grow the pie”—rather than simply dividing up the existing pieces—thereby expanding the relationship with my counterpart.

1 2 3 4 5

14. I do not take my counterpart’s strategies, tactics, and comments personally.

1 2 3 4 5

15. I like to uncover the needs, wants, and motivations of counterparts so I can help them achieve their goals.

1 2 3 4 5

16. I recognize the power of strategies and tactics and use them frequently.

1 2 3 4 5

17. I know how to effectively counter a counterpart’s strategies and tactics.

1 2 3 4 5

18. When confronted with an aggressive negotiator, I know the tactics that will neutralize the effectiveness of a bully.

1 2 3 4 5

19. When a counterpart and I come to an agreement on an issue, I ensure that the issue is measurable and time-bound.

1 2 3 4 5

20. I am a great listener.

1 2 3 4 5

Grand Total: ______________

Scoring

90+: You have the characteristics of a great negotiator. You recognize what negotiation requires, and you are willing to apply yourself accordingly. Read on to add new strategies and tactics to your repertoire that will enable you to be even more successful.

80–89: You have the potential to be a skillful negotiator. Reviewing the components of a successful negotiation and learning more about skills, strategies, and tactics will get you well on your way to being even more successful as a negotiator.

65–79: You have a basic understanding of successful negotiation skills. Studying the dynamics of building a relationship and learning the importance of understanding your counterpart’s needs will help you make great strides in your negotiations.

20–64: You have taken the all-important first step to becoming a great negotiator by expressing a willingness to learn....

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Verlag
Crown
Erscheinungsdatum
2017
Sprache
Englisch
ISBN 10 
1524758906
ISBN 13 
9781524758905
Einband
Taschenbuch
Anzahl der Seiten
304
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
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022188841282
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