Become a Master Negotiator
Here are the skills and strategies you need to become a master negotiator.
In seven easy ways you discover how to turn conflict into agreements and turn win-lose contests into win-win settlements.
Discover:
- The sevens steps to agreement and what you need to do in each step to win the best possible deal
- How to plan a winning strategy
- How to uncover the other side's real needs
- How to trade concessions
- How to counter negative tactics
- How to negotiate with sharks without getting eaten alive.
- How to create deals which serve the best interests of both sides.
- How to build productive relationships
- How to avoid expensive mistakes
- How to increase your personal power
- How to make time work for you
- How to build rapport and understanding.
Dozens of examples drawn form business, international and labor negotiations reinforce the key points.
Negotiate: The Seven Step Master Plan breaks new ground. It provides simple but practical ways to enhance your negotiation skills.
Proven Dealmaking Strategies
Use the strategies, skills and techniques of Negotiate: The Seven Step Mater Plan to:
- Negotiate better terms with suppliers
- Manage and supervise others more effectively
- Close more sales
- Improve your salary and conditions of work
- Buy and sell cars, property and businesses
- Win the support of your boss
- Identify client needs
- Resolve differences with your partner, family, neighbors and colleagues
- Negotiate complicated contracts
- Negotiate with staff and unions.
The Author
Harry Mills is an international authority on the art of negotiation. The author of 22 books, his best selling books have been translated into 12 languages.
His international client base includes, Toyota, BMW, Unilever, IBM, PricewaterhouseCoopers, Oracle and Lexus.
Harry mills conducts negotiation workshops across the world, and consults for companies and governments on how to negotiate big complex deals.
- Walking The Negotiator's tightrope
The two routes to successful persuasion.
- Everyone Negotiates
What is negotiation?
Talking for money.
- R-E-S-P-E-C-T: The Seven Steps to Agreement
The Bargaining Range.
- Step One: Ready Yourself
Working out your BATNA
Listing your interests
Identifying the interests of the other party
Listing, ranking and valuing the issues
Determining the other side's objectives
Gathering valuable information
Analyzing the other party
Rehearsing by role playing
Testing your assumptions
Consulting with others
Determining the limit of your authority
Planning your agenda
Planning your critical first offer
Picking a Winning Team
Devising a Time Plan
Choosing a Venue
Designing a Strategy: Choosing the right tactics
Checkpoints.
- Step Two: Explore Needs
Setting the tone and climate
Communicate you position
Discovering their position
The power of questions
The art of active listening
Reflective Listening
The impact of body language
The power of vocal control
Using assertive language
Using silence for effect
Reading between the lines
Checkpoints.
- Signal For Movement
What is a signal
How to signal
Questioning for clarification
Checkpoints.
- Step Four: Probe With Proposals
What is a proposal
Presenting proposals
Receiving proposals
Packaging
Checkpoints.
- Step Five: Exchange Concessions
How to make concessions
How to build momentum
Checkpoints.
- Step Six: Closing The Deal
Timing the close
Common closing techniques
Other closes
Managing the tension
Deadlocks
Checkpoints.
- Step Seven: Tie Up The Loose Ends
Verifying what has been agreed to
Planning for future differences
Reviewing the performance
Checkpoints.
- Building a Wining Relationship
The golden rules of relationship building
Psychological traps.
- Power and Persuasion
The six sources of power.
- Planning Your Strategy
- Choosing the Right Tactics
- The Sixteen Critical Success Factors
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