[Adams 101] • Negotiating 101 by Sander, Peter -- Read -- Imperial Library of Trantor

Index

Cover Dedication Introduction Chapter 1: The Negotiating Imperative

What Do We Mean by Negotiation? The Other Side of the Coin Negotiation and the Fast Track in Business Negotiation and New Technology You’re on Your Own! The Difference Between Negotiating and Selling

Chapter 2: Negotiation—The Basics

The History of Negotiation The Negotiating Game When They Don’t Want to Play

Chapter 3: Getting Started: Preparation, Preparation, and More Preparation

Preparing the Ground Know Your Musts and Wants Planning for and Using Concessions Know Your Counterparty Know Your Alternatives The Meeting Itself Being Prepared for Take One

Chapter 4: Negotiating Styles and Personalities—Yours and Theirs

Why is Style Important? The Intimidator The Flatterer The Seducer The Complainer The Arguer The BSer The Logical Thinker Negotiating Personalities

Tactics—in Context A Short List of Other Tactics What to Do When You’re the Underdog Case Study

Chapter 6: Pure Theater: Negotiating on Stage

Playing Dumb Be the Interrogator When They Talk Too Much A Shouting Match The Unspoken Word Dealing With—and Using—Body Language Case Study

Chapter 7: Avoiding Common Negotiating Pitfalls

Failing to “See” the Win-Win Don’t Forget Negotiators are People, Too Allowing Stress to Take Over Mishandling Concessions Some Further Pitfalls Case Study

Chapter 8: High-Pressure Negotiating Tactics

The Unrealistic First Offer The “One-Time Only” Offer Scarcity and Delay of Game False Bottom Lines and False Concessions Competition and Deadlines Last-Minute Offers and Withholding Information Case Study

Chapter 9: When to Close, How to Close, and When to Walk Away

Solving Unequal Bargaining Problems Finalizing the Deal Start With the End in Mind—for the Close, Too Case Study

Chapter 10: Finalizing the Agreement

Elements of an Agreement The Three Main Parts of a Contract Expecting the Unexpected What Can Void a Contract?

Chapter 11: Negotiating for the Long Term

Remember, it’s All About Trust Creating Lasting Relationships

Photographs About the Author Index Copyright