Negotiatiating In The Real World

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Negotiatiating In The Real World

  1. 2. Negotiating In the Real World Getting the Deal You Want AUTHOR: Victor Gotbaum PUBLISHER: Simon & Schuster DATE OF PUBLICATION: 2000 NUMBER OF PAGES: 189 pages Book pic
  2. 3. <ul><li>Negotiating is an important skill we use everyday whether for business, political, or personal purposes. </li></ul><ul><li>Are you up for it? </li></ul><ul><li>Different people and problems require different approaches to negotiating. </li></ul><ul><li>Negotiations can be long and bloody and still produce a positive outcome. </li></ul><ul><li>The role you play depends on your talents and </li></ul><ul><li>abilities, and the size of your ego. </li></ul>THE BIG IDEA
  3. 4. Evaluating Yourself as a Negotiator <ul><li>Know yourself </li></ul><ul><ul><li>Authority </li></ul></ul><ul><ul><li>Power </li></ul></ul><ul><ul><li>Principle </li></ul></ul><ul><ul><li>Intellectual Ability </li></ul></ul><ul><ul><li>Know your limitations </li></ul></ul><ul><ul><li>Sensitivity </li></ul></ul>
  4. 5. Assessing Your Adversary <ul><li>Healthy Confrontation </li></ul><ul><li>Unhealthy Confrontation </li></ul><ul><li>The Non-Confrontationals </li></ul><ul><ul><li>Passive Aggressives </li></ul></ul><ul><ul><li>Authoritarians </li></ul></ul>
  5. 6. The Stakeholders in the Negotiations <ul><li>Collective Needs </li></ul><ul><li>Competing Needs </li></ul><ul><li>The Client Comes First </li></ul><ul><li>Identify Your Adversary’s Needs </li></ul>
  6. 7. The Context of Your Talks <ul><li>Economic and Political Environments </li></ul><ul><li>Timing </li></ul><ul><li>The Global Context </li></ul><ul><li>Context in the Workplace </li></ul><ul><li>Everyday Context </li></ul>
  7. 8. Preparing for Major Negotiations <ul><li>Look at yourself as a negotiator. </li></ul><ul><li>Look at your adversary’s negotiating style and ability. </li></ul><ul><li>Evaluate the stakes and the need for the talks. </li></ul><ul><li>Understand the context of the talks. </li></ul>
  8. 9. Women and Negotiations <ul><li>Women need to understand their own attitudes toward negotiating. </li></ul><ul><li>Women need to demand involvement in negotiations in order to gain experience and the security they need. </li></ul><ul><li>Overcoming wage obstacles </li></ul><ul><ul><li>First, a woman must define what her needs are. </li></ul></ul><ul><ul><li>Acknowledge wage obstacles </li></ul></ul><ul><ul><li>Exploit underestimations </li></ul></ul><ul><li>Change male attitudes </li></ul>
  9. 10. Third-Party Intervention <ul><li>Third-Party Intervention (TPI) is not a substitute for negotiations and should be considered only in an impasse. </li></ul><ul><li>The decision to bring in outside help cannot be made unilaterally. </li></ul><ul><li>There must be agreement on the mediator or arbitrator, or in everyday disputes, the adviser, friend, relative, or professional. </li></ul><ul><li>TPI is a tool of last resort and is not recommended </li></ul><ul><li> in general. </li></ul>
  10. 11. Why Negotiations Fail <ul><li>You Cannot Negotiate an Ultimatum </li></ul><ul><li>The Stakeholders Not at the Table </li></ul>
  11. 12. The Sanctity of the Contract <ul><li>T here is greater security when people sign on the dotted line rather than give their word and a handshake. </li></ul><ul><li>Don’t agree to a contract you are not prepared to live with. </li></ul><ul><li>The binding nature of the contract that we negotiate provides security and defines our culture. </li></ul>
  12. 13. BusinessSummaries.com is a business book Summaries service. Every week, it sends out to subscribers a 9- to 12-page summary of a best-selling business book chosen from among the hundreds of books printed out in the United States every week. For more information, please go to http://www.bizsum.com. ABOUT BUSINESSSUMMARIES

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