Understanding Negotiation

Types of Negotiations

The Three Phases

Skills for Successful Negotiating

Getting Prepared

Establishing Your WATNA and BATNA

Identifying Your WAP

Identifying Your ZOPA

Personal Preparation

Laying the Groundwork

Setting the Time and Place

Establishing Common Ground

Creating a Negotiation Framework

The Negotiation Process

Phase One — Exchanging Information

Getting Off on the Right Foot

What to Share

What to Keep to Yourself

Phase Two — Bargaining

What to Expect

Techniques to Try

How to Break an Impasse

About Mutual Gain

Three Ways to See Your Options

About Mutual Gain

Creating a Mutual Gain Solution

What Do I Want?

What Do They Want?

What Do We Want?

Phase Three — Closing

Reaching Consensus

Building an Agreement

Setting the Terms of the Agreement

Dealing With Difficult Issues

Being Prepared for Environmental Tactics

Dealing With Personal Attacks

Controlling Your Emotions

Deciding When It’s Time to Walk Away

Negotiating Outside the Boardroom

Adapting the Process for Smaller Negotiations

Negotiating via Telephone

Negotiating via Email

Negotiating on Behalf of Someone Else

Choosing the Negotiating Team

Covering All the Bases

Dealing With Tough Questions