Negotiate your way to success
It has been estimated that today, the cost of negotiating the average B2B contract is $16,800. In larger corporations, the annual costs of contract negotiation amount to more than $1.26 billion! On the order of 8.2 billion B2B contracts are signed each year; at least 50% of those require negotiation. Why are those numbers so important? Because research has shown that, on average, 42% of the potential value in negotiated agreements is lost!
I’m sure we can agree that negotiating knowledge and skills need improvement!
Negotiation is a psychological game between individuals. To play it effectively, you must know the game’s rules. Unfortunately, negotiations often devolve into fights, ending with winners and losers. One negotiator assumes his counterpart’s interests conflict with his own; disagreements, even hostilities arise, leading to deadlocks, lost potential value and needlessly ruined relationships.
On the other hand, good negotiations make everyone involved a winner. Intelligent cooperation leads to superior results, great value and stronger, longer-lasting relationships. The energies on both sides of the table combine to build a far bigger pie, then divide it to everyone’s best advantage.
This book presents a wealth of down-to-earth negotiating advice, backed by examples from actual negotiations. Every principle presented is drawn from real-world negotiating experience, augmented with reflections on trust, behavioral economics and sound decision making. If you negotiate – whether for contracts, procurement, sales, projects, management, or even in family life – this book is for you.
Learned well and followed closely the principles and advice you’ll find here can open the door to the competent, confident and satisfying command of the noble art of negotiation.
”The bitterness of poor quality remains long after the sweetness of low prices is forgotten. The sweetness of good quality remains long after negotiating the right price for both parties.”
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Read an Excerpt
Conducting business in the future will be more about
finding the right people at the right place at the right time,
and negotiating the right agreements.
In the future, the company will be more a conglomerate of
individual parts, cultures, partnerships and alliances. More and
more firms will outsource vital competences, like R&D, storage,
sales, marketing, accounting, etc.
When people enter into partnerships and alliances, they
must also negotiate the content of the agreements involved.
Good alliances and partnerships are only created through the
work of able negotiators.
John Donnés declaration, “No man is an island,” may be
more true today than ever before. Alliances and partnerships are
essential elements of our everyday lifeand they cannot exist
and will never succeed in the absence of negotiations.
In this book, I will show you how you will win without your
negotiating counterpart losing. How you will dodge and avoid
conflicts. My advice is simple, and it is built on solid experience
through work with my clients and my own negotiations. Iwill introduce
you to the way to build overwhelming valuefor yourselfcalled
NegoEconomics, without doing so at theexpense of your counterpart. The
advice applies whether youare negotiating with your children
Table of Contents
Executive summary. 8
Four Big Ideas That Could Change the World . 11
Why we negotiate. 17
NegoPornLet Me Abuse You. 22
Tru$tCurrency: The Keystone of NegoEconomics. 26
How do we negotiate? . 54
Negotiations as zero-sum games or as cooperation. 90
Negotiations with two losers . 203
How Emotions, Stress, and Personal Chemistry Aff ect Decision Making ..........211
Ten important points of advice. 252
Recurring Practices that Lead to Success. 298
Winner of Denmark’s Best Negotiation/Tender of the Year Award. 302
Recommended reading . 307