Negotiating So Everyone Feels Like a Winner

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AudioInk, Feb 11, 2012 - Business & Economics - 30 pages
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Develop win-win situations for all parties.Proposing an idea with colleagues? Negotiating the salary for a new job? Buying a product or service? Learn to negotiate like the pros: Evaluate your position, situation, and offerings. Use appropriate questioning techniques to gather valuable information to formulate your negotiation goals. Structure your negotiation strategies and discussions for best outcomes. Recognize and avoid common pressure tactics."
 

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Contents

Avoid the Term Negotiate Whenever Possible Tip 2 Consider Several Kinds of Goals Before You Begin a Discussion Tip 3 Research Your Position a...
Use Tact in Finding the Real Decision Maker Tip 6 Set Up a Cooperative Atmosphere Tip 7 Give Something at the Very Beginning
Ask Questions to Set the Tone for Mutual Advantage Tip 9 Know How to Phrase Your Probing Questions
Postpone Any Discussions When Youre Surprised by a Bomb Scare Tip 11 Send Up Trial Balloons Before Getting Serious
State Your Needs Up Front and Ask the Other Person to Do the Same Tip 13 Mention Everything You Want Sooner Rather Than Later Tip 14 Focus...
Dilute Your Weaknesses by Listing Them Tip 17 Watch Others Body Language When They Toss Out Unimportant Comments Tip 18 Bring Success ...
Be the Caller When Youre Negotiating by Phone Tip 21 Negotiate as a Team Not as Individuals Working on a Team Tip 22 Take Notes
Make Good Eye Contact as You Negotiate Tip 24 Start on the Less Important Issues and Work Toward the More Difficult Tip 25 Get Others to Inves...
Reset Expectations Tip 33 Take the Other Person Into Your Confidence About Your Own Constraints Tip 34 Dont State Your Position Unilaterally
Tag the Other Persons Unalterable Positions Tip 36 Test the Details Before Making or Asking for Full Commitment Tip 37 Listen for Loopholes
Make Your No Authoritative Tip 39 Get the Other Side to Go First Tip 40 Find Out Both Ends of the Range Tip 41 Ask for More Than You Expect
Circle the Target Tip 43 Be Prepared to Add or Subtract Tip 44 Dont Counter an Outrageous Demand or Offer
Be Prepared to Add or Subtract Only Upon Request Tip 46 Add or Subtract in Small Increments Tip 47 Ask for the Other Persons Reasons Behind a ...
Forget the Matching Exercise Tip 50 Leave the Other Person Room to Back Down and Save Face
Avoid an Adversarial Tone of Voice and Word Choice
Dont Lose Your Composure Tip 53 When Someone Makes a Threat Dont Respond at All Tip 54 Treat Silence as Goldenor Yellow or Amber Tip 55 ...

Start with Goals Then Move to Solutions Tip 28 Adopt a Brainstorming Technique to Generate Solutions Tip 29 Present Fewer Not More Choices W...
Remember That Others Perceptions Govem Whats Fair Tip 31 Substitute We for You and

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About the author (2012)

Dianna Booher has published over 37 books and is the founder and CEO of her own training firm, Booher Consultants, Inc. She has worked with 25 of the 50 largest corporations in America and 227 of the Fortune 500 companies. She is a Certified Speaking Professional, a designation held by fewer than 300 professionals the world.

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