- Dedication
- Praise for Practical Negotiating: Tools, Tactics, and Techniques
- Acknowledgments
- The Need for Negotiation
- Planning the Negotiation
- Negotiation Model: Stages with Critical Tasks
- Negotiation Styles and Key Skills
- The Difference between Negotiation Styles and Skills
- Choosing the Best Overall Approach
- Negotiation Styles
- Key Skills
- Push Skills: Asserting/Persuading
- Improve Your Asserting/Persuading Skills
- State Your Position or Demands Clearly and Concisely
- Provide Solid Facts, Evidence, Proof, Rationale, or Reasons for Your Position
- Use a Few Strong Reasons—Avoid Argument Dilution
- Don’t Be Tentative—Avoid Using Qualifiers
- Don’t Become Angry or Emotional—Disengage Instead
- Make Concessions Only on a Quid Pro Quo Basis—Get Something in Return
- Be Willing to Offer Something in Return for What You Want
- Use If-Then Language
- Pull Skills: Questioning and Listening
- Techniques for Assessing Needs
- Key Points
- Practical Application
- Win-Win Tactics
- Adversarial Tactics and Countertactics
- Tactical Orientation
- Special Negotiation Situations
- Putting It All Together
- Negotiation Style Survey
- Practical Negotiating: Planning Guide
- Notes
- Bibliography
Chapter 5
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