Negotiate Your Way to Success
Receive via shipping:
- Print bound version of the complete text
Introduction: Negotiation success
01 Understand negotiation Go for what you can get
02 Focus on interests Maintain your position
03 Use the three C’s Use the fourth C: confront
04 Know whether to leave Negotiate to the end
05 Inoculate yourself Put your faith in fate
06 Get information Assume and believe
07 Prepare for the process Show up and negotiate
08 Know why to prepare Trust your instincts
09 Work with your team Go solo
10 Map interests Keep it all in your head
11 Ask and listen Talk, talk, talk
12 React strategically Go from your gut
13 Plan for emotions Ignore all emotions
14 Keep it productive Do whatever it takes
15 Know how to start Jump into the game
16 Work with differences Ignore differences
17 Negotiate on value Think “money”
18 Show respect Show off
19 Think creatively Hammer out an agreement
20 Develop the agenda Improvise
21 Bargain “if ... then ...” Try “take it or leave it”
22 Build commitment Just get an agreement
23 Negotiate smart Negotiate tough
24 Build with seven pillars Get what you can