CONTENTS
Preface = 9
1 Introduction = 11
Why is this book different? = 13
The purpose of this book = 16
Coverage - what sort of negotiations? = 19
Partnering = 21
Collaborators or opponents? = 23
Are negotiators born or bred? = 25
Are foreigners really all the same? = 26
Standard management texts = 27
2 Know yourself, your colleagues and the opposition = 29
Introverts and extroverts = 30
Inhibitions = 32
Status - real and apparent = 33
Changing ethics = 34
Considering your 'opponent' = 36
Body language = 38
Moods and emotions = 42
Aggression = 43
Liked or respected = 46
Telling the truth = 47
Know your limitations = 48
Home and away = 50
Layout of the room = 51
'I've been negotiating for 35 years...' = 52
Instinct and intuition = 53
Flexibility = 54
Self-evaluation = 55
A thought on coaching = 58
Patience = 58
In summary = 59
3 Why negotiate? = 61
Why negotiate? = 61
Colleagues = 62
Buying and selling = 64
User's and provider's needs = 66
What to negotiate? = 70
Just once or for life? = 72
Needs, wants, desires = 76
Are you really negotiating? = 81
4 The win-win concept = 83
Winning for your own side = 84
Winning for the other side = 85
Whose Job is win-win? = 86
Why talk of win-win? = 87
Partnering = 89
The scenario options = 92
In summary = 96
5 The preparation stage = 99
The preparation process = 99
Objectives restated = 102
Collecting information = 109
Strengths and weaknesses = 115
The search for common ground = 117
What will they want? = 120
Bargaining opportunities = 122
Your team = 124
6 Strategy and tactics = 129
What is a strategy? = 129
Why have a strategy? = 132
Defining the means = 134
Choosing a style = 140
The metrics = 143
The team = 149
Using competition = 150
The letter as a strategic tool = 152
The telephone as a strategic tool = 154
In conclusion = 156
7 Managing the process = 157
Goodwill = 157
Obtaining information = 159
Not negotiating at all = 163
The pre-emptive strike = 165
Managing negotiators = 166
Sole source or sole buyer = 169
Maintaining your platform = 171
8 Keeping it going = 172
Concessions = 172
Overcoming objections = 182
Total deadlock = 187
Selling the deal = 190
Pacing yourselves = 191
Breaks and interruptions = 194
9 Tricks and countering them = 200
Definitely dirty tricks = 201
Reasonably honest tricks = 202
Quite acceptable tricks = 202
Facts which are not = 202
The snow job = 205
The battle of standard terms = 205
Subject to approval = 206
Mistakes = 207
My final offer = 208
Off the record = 209
Threats = 210
Derision = 211
The gazump = 212
Progressive add-ons = 213
The bombshell = 217
Good guy, bad guy = 219
The silly opening = 220
The Russian front = 223
The Dutch auction = 224
Brinkmanship = 226
Killer questions = 227
10 At the end of the day = 229
Recognising a close = 229
Finalising the detail = 231
Making the close = 234
Confirming the deal = 236
Ending on a high = 237
Reviewing die process = 238
11 The round up = 241
Appendices
1 Case Study: Negotiating a contract for estate management = 246
2 Centre for Dispute Resolution = 250
Index = 252
