Negotiating

Negotiating
David Brown

The negotiating secrets that experts and top professionals use.Get results fast with this quick, easy guide to the fundamentals of Negotiating.Includes how to:• Set clear goals and limits• Understand your potential adversary or partner• Use and interpret body language• Deal with difficult people• Close brilliant deals

Negotiating

Secrets

The experts tell all!

David Brown

Table of Contents

Cover Page (#u2bb628d6-ff41-5bbd-9852-eb1ab288effb)

Title Page (#u80ec716f-ebb8-5a28-9454-410145809e9c)

Skilful negotiating will improve your life (#u5185434f-0f11-5a5f-8085-24e1ead8c6ac)

Know when to negotiate (#u33f7fe8e-75e0-5962-83f2-e7e0f190f24d)

1.1 Be clear what negotiating is (#u4dcbfdb7-7400-53e7-861f-2dbd88f7fbc1)

1.2 Consider alternatives to negotiating (#ue3de8304-f9f9-5887-a964-db66f38a8d05)

1.3 Decide if negotiating is your best bet (#u9bfec335-21cc-54e8-a6bd-804695b0304b)

1.4 Know who you are dealing with (#u0d4d28da-d1cc-5ff9-9d59-1145733b9e28)

1.5 Aim for win-win outcomes (#u383fdcbb-2507-510e-a32d-ba10b8002d80)

1.6 Learn to deal with different cultures (#u1c920682-948d-584b-9acd-7e8641c523cc)

Prepare clear objectives (#u18e4cc28-abe6-5d29-bcd9-8810493211aa)

2.1 Plan your approach (#u84f33e5c-dab7-5dd7-bb59-4d67271c9097)

2.2 Anticipate the other party’s approach (#ue6d87dfc-ad5f-5c3d-906b-5f1e093d63fe)

2.3 Use a framework to guide you (#u5b256ca4-b00d-59cc-9f79-45c3b6dc73d1)

2.4 Decide on the most important issues (#ud3dca6e3-d7bd-5e22-897e-a38ed9e0eab1)

2.5 Know your team roles (#litres_trial_promo)

2.6 Plan your tactics (#litres_trial_promo)

Discuss your respective positions (#litres_trial_promo)

3.1 Let both parties set the scene (#litres_trial_promo)

3.2 Understand the other party’s viewpoint (#litres_trial_promo)

3.3 Clearly state your opening position (#litres_trial_promo)

3.4 Ask plenty of questions (#litres_trial_promo)

3.5 Listen more than you talk (#litres_trial_promo)

3.6 Re-assess your tactics (#litres_trial_promo)

3.7 Use numbers that suit your case (#litres_trial_promo)

3.8 Consider cost, price and value (#litres_trial_promo)

3.9 Summarize before any proposal (#litres_trial_promo)

Deal only in packages (#litres_trial_promo)

4.1 Packages must be easy to understand (#litres_trial_promo)

4.2 Let them offer the first package (#litres_trial_promo)

4.3 Make your first package challenging but credible (#litres_trial_promo)

4.4 Be confident with your opening package (#litres_trial_promo)

4.5 Don’t get ‘salami-ed’ (#litres_trial_promo)

4.6 Know when to adjourn (#litres_trial_promo)

4.7 Give the other party a choice (#litres_trial_promo)

4.8 Show that you are flexible (#litres_trial_promo)

4.9 Tailor your language (#litres_trial_promo)

Bargain your way to success (#litres_trial_promo)

5.1 Movement allows agreement (#litres_trial_promo)

5.2 “If” is the biggest word in negotiating (#litres_trial_promo)

5.3 If you concede, attach a condition (#litres_trial_promo)

5.4 Make your first concession small (#litres_trial_promo)

5.5 Make concessions work for you (#litres_trial_promo)