Negotiations: Essentials

by Katia Tieleman, Marc Prof. Buelens

Overview

An exciting publication following a search for the negotiation culture of the future.

Written by international trainer and negotiating expert, Katia Tieleman.

Negotiating is becoming more and more difficult: negotiations to form a new government, social negotiations, negotiating with your colleagues, teenage kids at home; however not every negotiation needs to transform into a battle of will. How good is your Negotiation Quotient? Have you ever wondered if it is better to withhold as much information as possible or if you should be open when negotiating? Whether you should allow for boundaries to be re-established or whether you should compromise? Written by negotiating and management experts, Negotiations contains four key elements to allow you to transform the process of negotiating, from a stressful power battle to a process of interaction that creates interesting opportunities.

Based on the most recent and best practices: the insights that this book provides, are directly linked to the negotiations you might need to have in the near future, be it at home, at work or out in public.

Product Details

ISBN-13:	9789401402958
Publisher:	Lannoo International
Publication date:	03/16/2013
Pages:	144
Product dimensions:	5.70(w) x 8.20(h) x 0.40(d)

Table of Contents

Introduction 9

Negotiating - everyone is doing it! 9

Are we doomed to fight? 11

A new negotiating paradigm 13

Negotiating in style - the new negotiating culture 17

Win-win and negotiation intelligence (NQ®) 22

Negotiation: prowess or proficiency? 24

1 Keys to Intelligent Negotiation 27

Key 1 Free Yourself from Entrenched Positions 28

How entrenched positions can take control of you 28

Dismantling entrenched positions 30

Focusing on interests 31

How do you find out about interests? 34

Speech is golden? 38

With key 1 to a higher NQ, you know that… 42

Key 2 Unlock Hidden Value 43

Pattern-breaking thinking 44

Negotiation problems as golden eggs 47

Negotiating in a fear-free zone 48

Rules for value creation 50

With key 2 to a higher NQ, you know that… 53

Key 3 Open Your Safety Net 55

The aspiration base 56

The Bottom Line 56

Covering your back: the BATNA 57

Divide and rule? 59

External distribution criteria 60

Tips and tricks 62

Your concession strategy 63

With key 3 to a higher NQ, you know that… 66

Key 4 Set the Rules of the Game 68

Negotiating - a game? 68

The importance of the process 70

At the negotiating table: the process and the rules of the game 71

Away from the negotiating table: determining the game 77

Are you a follower or a shaper? 81

With key 4 to a higher NQ, you know that… 85

2 From NQ to Corporate NQ® 87

Working together for profit 89

Negotiating the Wall Street way? 91

A Corporate NQ® mentality 93

A lone wolf never walks alone 95

A different way: negotiating as an organization 97

A Corporate NQ® infrastructure: some guidelines 100

As an organisation with a high corporate NQ®, you know that… 106

3 Hang Your Keys on the Right Key Holders 109

The smart conscious mind 114

The stupid conscious mind 116

The smart unconscious mind 121

The stupid unconscious mind 124

With a good understanding of the right key hooks for your higher NQ®, you know that… 126

4 If Your Keys Fall into the Wrong Hands: At the Negotiating Table with Machiavelli 129

Why be on the look-out for dirty tricks? 131

Black, grey and white dirty tricks 133

The twilight zone between grey and black: something for the ethicists 137

Watch your words… 139

The use of emotions 141

How to respond to emotional outbursts 142

The five steps of psychological manipulation 143

How you can counteract psychological manipulation? 145

With good insight into the ethical sensitivities of negotiations, you know that… 147

End Notes 149

About the Series and the Authors 155

Further Information 156