Negotiating So Everyone Feels Like a Winner
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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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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154-pg hardcover McGraw-Hill 45 Books accept Add or Subtract agree altematives Audio Baaher begin body language Booher Consultants brainstorm Business Grammar can’t CD Series coming to agreement commit Communicate with Confidence Communication Strategies concession conﬂicts consider Contact to Contract Creating Personal Presence customer’s deadline deal decide decisions on bulk discussion doesn’t don’t want everything you want example Expanded Version 477-pg eye contact feel give Grammar 5-hr hardcover Thomas Nelson Here’s I’ve idea invasion of Kuwait issue job responsibilities Know 154-pg hardcover Leader Needs Listen logic lose mind Mother’s Negotiate 4-hr nibbler nice-to-haves person’s Public Workshop Realtor Reset Expectations retums Sacrificing Your Career she’ll Silence simply soﬁcover softcover Kaplan softcover McG1"aw-Hill softcover The Voice solutions someone someone’s Speak with Confidence Strategic WritingTM Strategies Every Leader talk things vendor Voice of Authority walk what’s winner won’t Word Choice www.Booher.com