The Dealmakers' handbook covers:
- 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 turn win-lose into win-win
- How to negotiate with sharks without getting eaten alive.
Practical Field Guide
The Dealmakers' handbook is designed to be scanned and digested in under 60 minutes.
Striking graphics let you see at a glance where you are and where you are headed.
Two-color Format
The unique two-color visual format helps you focus on exactly what you need to know.
Expert 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.
The Seven Step Negotiation Process
- Step One: Ready Yourself
Use BATNA to create Leverage
Identify and Clarify Interests
List, Rank and Value the Issues
Plan your agenda
Determine the Limit of Your Authority
Plan a Winning Team
Devise a Time Plan
Analyze the Other Party
Plan your strategy
Choose your Tactics
Plan for Success.
- Step Two: Explore Needs
Establish Your Credibility
Communicate Your Position
Create a Positive Non-Verbal Climate
The Power of Questions
Listen Actively
Use Assertive Language
Use Silence for Advantage
Translate the Meta-talk.
- Step Three: Signal For Movement
Signal for movement.
- Step Four: Probe With Proposals
Probe with proposals
Powerwords
Marshall Your Facts
Package Your Proposals.
- Step Five: Exchange Concessions
Trade for Advantage I
Trade for Advantage II
Trade for Advantage III
Build Momentum.
- Step Six: Close The Deal
Manage the Tension
The Five-Step Close
Proven Closes That Work.
- Step Seven: Tie Up The Loose Ends
Verify what has been argued.
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