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Index
Cover
Table of Contents
Title Page
Dedication
Introduction
Section One - Playing the Power Negotiating Game
Chapter 1 - Ask for More Than You Expect to Get
Bracketing
Chapter 2 - Never Say Yes to the First Offer
Something Must Be Wrong
Chapter 3 - Flinch at Proposals
Chapter 4 - Avoid Confrontational Negotiation
Chapter 5 - The Reluctant Seller and the Reluctant Buyer
Chapter 6 - Use the Vise Technique
Chapter 7 - Handling the Person Who Has No Authority to Decide
The Other Side Loves to Use Higher Authority
The Counter Gambits to Higher Authority
Chapter 8 - The Declining Value of Services
Chapter 9 - Never Offer to Split the Difference
Chapter 10 - Handling Impasses
Chapter 11 - Handling Stalemates
Chapter 12 - Handling Deadlocks
Chapter 13 - Always Ask for a Trade-Off
Chapter 14 - Good Guy/Bad Guy
Counter Gambits to Good Guy/Bad Guy
Chapter 15 - Nibbling
Look Out for People Nibbling on You
Prevent the Other Side From Nibbling on You
Preventing Post-Negotiation Nibbles
Chapter 16 - How to Taper Concessions
Chapter 17 - The Withdrawing an Offer Gambit
Chapter 18 - Positioning for Easy Acceptance
Chapter 19 - The Decoy
Chapter 20 - The Red Herring
Chapter 21 - Cherry picking
Buyers Love Cherry Picking--Sellers Hate It
Chapter 22 - The Deliberate Mistake
Chapter 23 - The Default
Chapter 24 - Escalation
Chapter 25 - Planted Information
Chapter 26 - Get the Other Side to Commit First
Chapter 27 - Acting Dumb Is Smart
Chapter 28 - Don't Let the Other Side Write the Contract
Chapter 29 - Read the Contract Every Time
Chapter 30 - Funny Money
Chapter 31 - People Believe What They See in Writing
Chapter 32 - Concentrate on the Issues
Chapter 33 - Always Congratulate the Other Side
Section Two - Resolving Tough Negotiating Problems
Chapter 34 - The Art of Mediation
The Importance of Mediation
Why Mediation Works
The Mediator Perceived as Neutral Is Important
The Process of Mediation
Initial Contact With the Parties
First Private Meeting
Second Private Meeting
Resolution Stage
Chapter 35 - The Art of Arbitration
Setting Up the Arbitration
Neutrality of the Arbitrators
Preliminary Meeting
Exchange of Information Prior to the First Hearing
The Arbitration Hearing
Conduct of the Arbitrator
An Important Difference Between Arbitration and Litigation
Rendering an Award
After the Award
Chapter 36 - The Art of Conflict Resolution
Section Three - Negotiating Pressure Points
Chapter 37 - Time Pressure
Tie Up All the Details Up Front
People Become Flexible Under Time Pressure
As Negotiations Drag on, People Become More Flexible
Acceptance Time
Chapter 38 - Information power
Rule 1: Don't Be Afraid to Admit That You Don't Know
Rule 2: Don't Be Afraid to Ask the Question
Rule 3: Ask Open-Ended Questions
Rule 4: Where You Ask the Question Makes a Big Difference
Rule 5: Ask Other People--Not With Whom You'll Negotiate
Rule 6: Ask Questions for Reasons, Not Gathering Information
Chapter 39 - Being Prepared to Walk Away
Developing Walk-Away Power
How to Project Walk-Away Power
Chapter 40 - Take It or Leave It
Responding to Take It or Leave It
Chapter 41 - The Fait Accompli
Chapter 42 - The Hot Potato
Chapter 43 - Ultimatums
Section Four - Negotiating With Non-Americans
Chapter 44 - How Americans Negotiate
The American Art of the Deal
High-Context vs. Low-Context Negotiations
Getting Down to Business With Non-Americans
Chapter 45 - How to Do Business With Americans: A Guide for Non-Americans
Americans Are Very Succinct
Americans Answer Questions With One Word
Americans Talk in Idioms
Americans Are Very Patriotic
The American Class System
Religion in America
The Frontier Mentality
Time Is Money to Americans
The Opinionated American
The Friendly American
Business Cards
Tipping in America
The Diverse Population of America
The Self-Reliant American
A Final Word About Americans
Chapter 46 - Negotiating Characteristics of Americans
Americans Tend to Be Very Direct in Our Communications
Americans Resist Making Outrageous Initial Demands
Americans Are More Likely to Negotiate Alone
Americans Are Uncomfortable With Emotional Displays
Americans Expect Short-Term Profits
Americans Are Less Likely to Speak a Foreign Language
Americans Are Not World Travelers
Americans Are Uncomfortable With Silence
Americans Hate to Admit That We Don't Know
Chapter 47 - Negotiating Characteristics of Non-Americans
English People
French People
German People
Asian People
Russian People
Middle Eastern People
Section Five - Understanding the Players
Chapter 48 - Body Language: How to Read People
Why It's Better to Negotiate Face-to-Face
The Handshake
Where to Sit at a Conference
When to Get Down to Business
Eye Blink Rate
Watch for the Head Tilt
When the Hand Goes to the Head
Keep Your Eyes on the Hands
What Eyeglass Wearers Can Tell You
Proxemics Is the Study of Personal Space
Chapter 49 - Hidden Meanings in Conversation
Opposites
Throwaways
Legitimizers
Justifiers
Erasers
Deceptions
Preparers
Exaggerations
Trial Balloons
Neuro-Linguistic Orientation
Chapter 50 - The Personal Characteristics of a Power Negotiator
The Courage to Probe for More Information
The Patience to Outlast the Other Negotiator
The Courage to Ask for More
The Integrity to Press for a Win-Win Solution
The Willingness to Be a Good Listener
Chapter 51 - The Attitudes of a Power Negotiator
The Willingness to Live With Ambiguity
Be Resilient
A Competitive Spirit
Don't Be Conflict-Averse
Chapter 52 - The Beliefs of a Power Negotiator
Negotiating Is Always a Two-Way Affair
Negotiating Is Played by a Set of Rules
"No" Is Simply an Opening Negotiating Position
Section Six - Developing Power Over the Other Side
Chapter 53 - Legitimate Power
Other Forms of Legitimate Power
Legitimate Power as an Intimidation Factor
Some Titles Don't Mean a Thing
Chapter 54 - Reward Power
Reward Power as an Intimidation Factor
Chapter 55 - Coercive Power
Chapter 56 - Reverent Power
Reverent Power as an Intimidating Factor
Chapter 57 - Charismatic Power
Charismatic Power as an Intimidating Factor
Chapter 58 - Expertise Power
Expertise Power as an Intimidating Factor
Chapter 59 - Situation Power
Chapter 60 - Information Power
Information Power as an Intimation Factor
Chapter 61 - Combinations of Power
Chapter 62 - Other Forms of Power
The Power of Risk Sharing
The Power of Confusion
The Power of Communicating Options
Chapter 63 - Negotiating Drives
The Competitive Drive
The Solutional Drive
The Personal Drive
The Organizational Drive
The Attitudinal Drive
Chapter 64 - Win-Win Negotiating
Rule 1 of Win-Win Negotiating
Rule 2 of Win-Win Negotiating
Rule 3 of Win-Win Negotiating
Rule 4 of Win - Win Negotiating
Conclusion
About the Author
Audio CD and Video Programs
Copyright Page
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