Table of Contents
Introduction 13
Chapter 1 The Split-Second Imperative 15
Danger-Fast Track Ahead 16
Technology Gamechangers 18
Do It Yourself 20
Negotiating Is All Around Us 21
Chapter 2 Why Negotiate? 25
Bartering Back Through Time 25
From Bargaining to Negotiating 27
The Difference Between Bargaining and Negotiating 28
The Negotiating Game 29
Types of Negotiation 30
The Reasons Why 31
When They Don't Want to Play 33
If You Don't Think Negotiating Is Part of Your Life 33
Chapter 3 Prepare the Ground 35
Know Yourself and Your Goals 35
Know Your Opponent 41
Background Information 43
Analyze Your Alternatives 46
The Meeting Itself 47
Chapter 4 Find Your Negotiating Style 55
The Intimidator 56
The Flatterer 59
The Seducer 61
The Complainer 62
The Arguer 64
The Logical Thinker 65
Negotiating Personalities 66
Aggressive and Dominating 67
Passive and Submissive 68
Logical and Analytical 70
Friendly and Collaborative 72
Evasive and Uncooperative 74
Expressive and Communicative 76
Chapter 5 Developing a Tactical Toolkit 81
Good Cop/Bad Cop 82
Shills and Decoys 83
The Straw-Man Technique 84
Taken by Surprise 86
Add-ons and Nibbling 87
Additional Techniques 88
When You're the Underdog 90
If You're Not Ready Yet 92
Chapter 6 A DAY at the Theater 97
Playing Dumb 98
Conducting Interrogations 100
Talking, Talking, and More Talking 102
A Shouting Match 105
Emotional Outbursts 105
Blatant Mistreatment 106
About Body Language 106
Unconscious Behavior 107
Universal Gestures 110
Mirroring Your Counterpart 111
Reading and Sending Appropriate Signals 112
Using and Interpreting Silence 114
Chapter 7 Avoiding Common Negotiating Pitfalls 117
Dealing with Difficult People 118
Choose Words Carefully 119
Letting Stress Take Over 121
Know What Sets You Off 122
Mishandling Concessions 123
Closing Mistakes 125
Risk Management for Negotiators 126
Keeping Objectives in Focus 127
Chapter 8 High-Pressure Negotiating Tactics 131
Unrealistic First Offer 131
"One Time Only" Offer 133
Delay of Game 134
The Bottom Line 136
False Concessions 137
The First Offer 137
Using Competition as Leverage 138
Deadlines-For Better or for Worse 138
Chapter 9 When to Close, and When to Walk Away 145
Solving Unequal Bargaining Problems 145
One Winner, One Loser 146
When No One Wins 146
Knowing When to Opt Out 147
Clinching the Deal 148
Knowing What to Expect 148
When and How to Close 150
What's Stopping You? 151
Extras and Perks 153
Starting with the End in Mind 154
The Moment of Glory 155
Chapter 10 Under Contract 159
Elements of a Contract 159
In Charge of Writing 162
Hammering Out the Details 162
Reviewing the Contract 164
Meeting of Minds 165
Contract Remedies 165
Breach of Contract 167
Good Faith or Bad Faith? 169
Alternative Dispute Resolutions 170
Chapter 11 Negotiating for the Long Term 175
Building Trust 175
A Collaborative Effort 178
Putting Ideas Into Practice 180
Enduring Relationships 181
Improving Your Skills 182
Your Report Card of Success 183
Enjoying the Ride 185
Appendix: Sample Negotiation Scripts 187
Index 213
