Negotiation is often thought of as a contest in which one side wins and the other side loses. The truth is that we negotiate every day with a view toward meeting our needs without antagonizing or defeating others. This kind of negotiating is known as win-win or collaborative problem solving. This book looks at all forms of negotiating, but emphasizes win-win negotiating principles and strategies. It includes new concepts, tools, and guidance, reflecting recent advances in collaboration and cooperation and new attitudes toward negotiation. Table of Contents Part 1: An Introduction to Negotiation
What Is Negotiation?
Negotiation—Some Practical Definitions
Identifying Opportunities for Negotiation
To Negotiate or Not—That Is the Question
Negotiation and Conflict
Understanding Types of Negotiation
Summary Part 2: Negotiation: Attitudes and Approaches
Negotiation Styles
The Win-Win Approach to Negotiation
The Give/Get Principle of Negotiation
Managing Conflict During Negotiation
Conflict Resolution Styles
Characteristics of a Successful Negotiator
Case Study: A Buy-Sell Negotiation
Summary Part 3: Negotiation: The Process
Preparing to Negotiate
Collecting Detailed Information
Negotiator’s Guide to Preparation
The Seven Basic Steps in Negotiating
Step 1: Getting to Know the Negotiators
Step 2: Stating Goals and Objectives
Step 3: Starting the Process
Step 4: Revealing Disagreement and Conflict
Step 5: Narrowing the Gap Between Negotiators
Step 6: Finding Alternatives for Resolution
Step 7: Agreement in Principle, Settlement, and Acknowledgment
Reviewing the Seven Basic Steps in Negotiating
Summary Part 4: Strategies and Tactics
Negotiating Through Give to Get
Five Basic Strategies in Action
Identifying Other Negotiation Strategies
Ten Critical Mistakes to Avoid
Summary Part 5: Developing Your Skills
Case Study: Negotiating a Project Plan
Applying What You Have Learned Appendix
Negotiation Preparation Checklist
Appendix to Part 2
Appendix to Part 3
Appendix to Part 4
Appendix to Part 5
Additional Reading
Additional Suggested Resources Objectives Explore negotiation opportunities and approaches Understand the steps necessary for negotiations to work effectively Learn negotiation strategies and tactics for success Understand negotiation skills using the case study method Find resources for further information on and support for negotiation
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