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Determining Position and Settlement Range
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Determining Position and Settlement Range
by Tom Gosselin
Practical Negotiating: Tools, Tactics & Techniques
Dedication
Praise for Practical Negotiating: Tools, Tactics, and Techniques
Acknowledgments
The Need for Negotiation
Conflict in Our Lives
Nonproductive Reactions to Conflict
Conflict with Customers
Process of Exchange
Introduction to Planning and Executing the Negotiation
Overview of Section One: Planning the Negotiation
Audience for Practical Negotiating
Key Points
Planning the Negotiation
Wants and Needs
Win-Win Agreements
Wants versus Needs
Distinguishing between Wants and Needs in Sales Situations
Distinguishing between Wants and Needs in Management Situations
Distinguishing between Wants and Needs in Everyday Situations
Case Analysis
Key Points
Practical Application
Setting Objectives and Determining Positions
Needs and Objectives
Creating a Needs/Objectives Matrix
Needs/Objectives Matrix Example: Loan Processing Crisis
Determining Position and Settlement Range
Position versus Objective
Settlement Range
Key Points
Practical Application
Currencies and Concessions
Currencies of Exchange
Types of Currencies
Creative Currencies Exercise
Currencies in Complex Selling Situations
Concessions
Key Considerations in Making Concessions
The Currencies Triangle
Strategies for Making Concessions
Making Positive Exchanges
Key Points
Practical Application
Power in Negotiation
The Paradox of Power
Perception of Power
The Rule of Power in Negotiation
Power in Alternative Sources
Power in Alternative Currencies
Power in Alternative Skills and Behaviors
Power of the Relationship
Key Points
Practical Application
Case Analysis
Practical Negotiating: Planning Guide—Part 1
Step 1: Determine Wants and Needs
Step 2: Position Development
Analysis of Step 2
Step 4: Power Assessment
Negotiation Model: Stages with Critical Tasks
Stages: The Negotiation Process Road Map
Opening Stage
Closing Stage
Key Points
Practical Application
Negotiation Styles and Key Skills
The Difference between Negotiation Styles and Skills
Choosing the Best Overall Approach
Negotiation Styles
Survey Says?
Can I Change My Negotiating Style?
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
Tactics Defined
Win-Win Tactics
Key Points
Practical Application
Adversarial Tactics and Countertactics
Adversarial Tactics
Key Points
Practical Application
Tactical Orientation
How to Determine Your Tactical Orientation
Key Questions Expanded
Tactical Orientation Continuum
Tactical Orientation Analysis
Tactical Selection
Key Points
Practical Application
Special Negotiation Situations
Negotiating in Buy and Sell Situations
Internal Negotiations
Hallway Negotiations
Negotiating with Your Boss
Looking at Tasks
The Triangle
Handling the Situation
Example: Before and After
Team Negotiations
General Guidelines
Gaining Alignment on Key Issues
Key Points
Practical Application
Internal Negotiations
Negotiating with Your Boss
The Triangle
Team Negotiations
Gaining Alignment on Key Issues
Putting It All Together
Practical Negotiating: Planning Guide—Annotated
Step 1: Determine Wants and Needs
Step 2: Position Development
Step 3: Currencies/Options
Step 4: Power Assessment
Step 5: Planning to Execute Stages
Step 6: Assessing Your Negotiating Styles
Step 7: Determine Your Tactical Orientation
Step 8: Tactical Selection
Key Principles of Practical Negotiating
Negotiation Style Survey
Practical Negotiating: Planning Guide
Step 1: Determine Wants and Needs
Create a Needs/Objectives Matrix
Step 2: Position Development
Step 3: Currencies/Options
Step 5: Planning to Execute Stages
Step 6: Assessing Your Negotiating Styles
Step 7: Determine Your Tactical Orientation
Step 8: Tactical Selection
Notes
Chapter 1
Chapter 2
Chapter 3
Chapter 4
Chapter 5
Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 11
Bibliography
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Needs/Objectives Matrix Example: Loan Processing Crisis
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Position versus Objective
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Determining Position and Settlement Range
Position versus Objective
Settlement Range
Key Points
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