- ISBN-10:
- 178043796X
- ISBN-13:
- 9781780437965
- Pub. Date:
- 09/24/2015
- Publisher:
- Bloomsbury Academic
- ISBN-10:
- 178043796X
- ISBN-13:
- 9781780437965
- Pub. Date:
- 09/24/2015
- Publisher:
- Bloomsbury Academic
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$95.00Overview
Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.
This title is included in Bloomsbury Professional's Mediation online service.
Product Details
| ISBN-13: | 9781780437965 |
|---|---|
| Publisher: | Bloomsbury Academic |
| Publication date: | 09/24/2015 |
| Series: | How To... |
| Pages: | 264 |
| Product dimensions: | 6.26(w) x 9.84(h) x 0.81(d) |
About the Author
Table of Contents
Preface v
Foreword ix
Acknowledgement x
Contributor Profiles xvii
Chapter 1 Preparing To Prepare: Laying out the roadmap to begin the negotiation process 1
Introduction 1
Thoroughly effective preparation 2
Learning to negotiate 2
Overconfidence bias 3
Realms, reality and results 3
Domestic or security realm 4
Industrial realm 4
Community realm 4
Realm of inspiration 4
Identity 5
Awareness 5
The emotions of fear and greed 6
Mitigation of emotional risk 7
Confidence 8
Benefits 9
Methods 9
Your power sources 9
Legitimacy 12
Marginality 13
Culture and legitimacy 14
Biases 15
Elements, phases and stages in the negotiation process 17
Ethical considerations 18
Courage 18
Interpersonal skills 18
Trust building 18
Haggling 18
Questioning 18
Preparing to prepare - checklist and top tips 19
References 20
Chapter 2 'I Could Easily Walk Away, But What Are The Alternatives?': Understanding your options in a conflict negotiation through BATNAs and WATNAs 21
Introduction 45
BATNAs and WATNAs 22
Case studies 25
Case 1 Imminent litigation to recover funds 26
Case 2 An outsourced contract 27
Case 3 Employment 29
The challenges of reality testing in negotiation 30
Factors in negotiation 30
Unrealistic perceptions of the negotiation process 31
Role of professional representatives 31
Making the first offer 31
Conclusion 38
Chapter 3 'Of Course I Am A Team Player … They End lip Seeing MY Way … Eventually!': How to prepare your team for a negotiation 39
Hell is Other People 39
'Not a bidding war' 39
Why you notice the 'storming' but miss the 'boring' 41
How you might build an effective negotiating team 42
The elements of negotiating team dynamics 44
The Northern Ireland Peace Accord 45
Completing the Jigsaw 45
Management teams - Belbin Team Types and application to a negotiation context 46
Completer-Finisher 46
Implementer 46
Monitor Evaluator 47
Specialist 47
Coordinator 48
Team Worker 48
Resource Investigator 48
Shaper 49
Plant 49
Case study: 'Taxing negotiations' 50
Tax Adviser 50
Manufacturer 50
Tax Adviser 51
Manufacturer 51
Organisational influences on negotiating teams 51
If the negotiating team needs a leader? 52
Conclusion 54
Analysing the effectiveness of your negotiating team 54
References 57
Chapter 4 'I Never Let Emotions Get in My Way': Managing Your Emotions in negotiation 59
A wedding dress (and its disappearance) 59
Crisis management versus negotiation 60
Recognition (and its absence) 60
Recognise our emotion as well as theirs 61
Respect (and its absence) 63
Emotion as a crucial information source - reason and passion 63
Response - and its absence 65
Unexpressed emotions will never die 66
Experience (or the absence of it) 67
You are not alone: separating people and problems 68
Solutions (or their absence) 69
The other side are humans too (unless it is a TV drama, where they might be aliens) 70
Response (and the art of crafting it) 71
Values and emotions 72
I'll tell you what I want, what (really, really want 73
References 74
Chapter 5 'I Really Want To Make An Impression': Opening with maximum impact 77
Introduction 77
The importance of a strong opening 78
Developing an approach towards your opening 79
Compete 79
Collaborate 79
Compromise 79
Accommodate 80
Avoid 80
WHAT to include in your opening: fundamental elements to opening a negotiation 81
Meet and greet 82
Purpose 82
Process 83
Agenda 84
Exchange information 86
Initial reassessment 87
HOW: tips and techniques to make an impact from the beginning 87
Be aware of your non-verbal communication 87
Look to influence from the outset 89
Think of the opening as a performance 90
Conclusion 92
References 93
Chapter 6 'Why Should I Be Flexible When You Are So Difficult'?: Moving from your preferred style to an effective strategy 95
Introduction 95
Concern for others or concern for self 96
The nature of conflict 96
Conflict modes 97
Case study - the two bulls 99
Tips on dealing with the 'difficult' styles 100
The stability of personality and the nature of preference 102
Shall we dance? 102
Personality 103
Case study - the need for silence 105
Personality traits and predicting negotiation styles 105
Are 'you' the difficult person in the negotiation? 106
The Dark Side 107
What got you here won't keep you here 109
Conclusion 110
References 111
Chapter 7 'But Why Would He Ever Tell Me The Truth?': The impact of trust in negotiation 113
Introductory note 113
Introduction 113
Trust is a slippery business 114
Reputation, confidence and status can muddy the waters 116
Go with your gut 117
Trust traps 119
Encouraging trust and showing others they can trust you 119
Do your homework about the other negotiator and their company 119
Be pro-active with your own reputation 119
Explain your offer 120
Understand and match their language - avoid empathy deficit 120
Highlight similarities between you and the other negotiator 121
Be careful with your BATNA 121
Bring dependence to the discussion 122
Make unilateral concessions and highlight significant ones 122
Allow mistakes and don't punish 123
Rebuilding trust 123
Look at perceptions of behaviour and any cultural differences 124
Go back to reputation 125
Trust but verify: agree on how actions will be monitored and on any sanctions for non-compliance 125
Conclusion 126
References 127
Chapter 8 Avoiding Avoidance: How to negotiate when no one is willing 129
Family business 129
Avoidance 130
Garden of Eden 131
Getting to know the turtle 131
Why avoidance is so attractive 132
The danger of avoidance 132
Avoiding avoidance 135
Taking time for tea 137
When avoidance works 137
Planning your approach 138
Identifying the problem and talking points 139
Pick the right moment 139
The negotiation 140
Handling your own emotions 140
Reactions and responses 140
Conclusion 141
References 142
Chapter 9 'I Know What I Want, So Why Can't You just Give It To Me?': Identifying positions and interests 143
Introduction 143
Traditional positional negotiation 144
Characteristics of positional negotiation 144
Interest-based negotiation 145
Characteristics of interest-based negotiation 147
Identifying interest, needs, fears and concerns 150
The negotiator's dilemma 152
Managing the negotiator's dilemma 153
The use of a facilitator: mediation 154
Facilitating problem analysis 155
Facilitating solution search, evaluation and choice 156
Blended bargaining/pragmatic negotiation 156
Conclusion 157
References 157
Chapter 10 'But I Haven't Done Maths Since School!': Negotiating by the numbers 159
Introduction 159
Signals, anchors and other nautical metaphors 160
Planning the numbers 165
Presenting your numbers 166
Different strokes for different folks 167
Mapping it out 167
Setting a range 169
Accuracy may not be spurious 170
Setting out the stall 171
Woods or trees? 172
The bounds of rationality 172
Getting the message across 174
References 175
Chapter 11 Whose Line Is It Anyway?: Deploying creativity and improvisation in negotiation 177
Introduction 177
About improvisation 178
Improvisation in negotiation 179
From a red paperclip to a house 179
Grab something and run with it 180
Does a spoonful of sugar help the medicine go down? 181
Awkward? 182
We've reached a deadlock, now what? 183
Rolling with the tides 184
Preparing to improvise 185
Limitations of improv 186
Conclusion 187
References 187
Chapter 12 The Road Not Taken: Incorporating reflection, creativity and imagery into your negotiation practice 189
A rough morning 189
Reflecting on experience to prepare you for the negotiation dance 192
The institutional 'debrief 197
Creativity 200
Conclusion 204
References 205
Chapter 13 'We Are All The Same In The End Aren't We?': Managing cross-cultural negotiations 209
Introduction 209
Inter-cultural communication 210
Complexity of inter-cultural negotiation 211
Asian-western inter-cultural business negotiations 211
High-context and low-context cultures 212
Friendship 213
Trust 214
Importance of personal relationships 214
Face 215
Face theory 215
Decision making 215
Contract 216
Continuous negotiation 217
Overview of different perspectives in dealing with a dispute between Chinese and Western parties 217
Time 218
Inscrutable Asians 218
Dealing with cross-cultural factors 219
Conclusion 220
References 221
Chapter 14 Conclusion 225
The negotiation framework 225
Preparation 226
Opening 227
Exploration 227
Bargaining 228
Concluding 229
And finally… 229
Index 231