Negotiation

1 Types of Negotiation: Many Paths to a Deal Distributive Negotiation-- Integrative Negotiation-- Multiple Phases and Multiple Parties-- Summing Up-- -- 2 Four Key Concepts: Your Starting Points-- Know Your BATNA-- Reservation Price-- ZOPA-- Value Creation Through Trades-- Summing Up-- -- 3 Preparation: Nine Steps to a Deal-- Step 1: Consider What a Good Outcome Would Be for You and the Other Side-- Step 2: Identify Potential Value Creation Opportunities-- Step 3: Identify Your BATNA and Reservation Price, and Do the Same for the Other Side-- Step 4: Shore Up Your BATNA-- Step 5: Anticipate the Authority Issue-- Step 6: Learn All You Can About the Other Side's People and Culture, Their Goals, and How They've Framed the Issue-- Step 7: Prepare for Flexibility in the Process--Don't Lock Yourself into a Rigid Sequence-- Step 8: Gather External Standards and Criteria Relevant to Fairness-- Step 9: Alter the Process in Your Favor-- Summing Up-- -- 4 Table Tactics: How to Play the Game Well-- Getting the Other Side to the Table-- Making a Good Start-- Tactics for Win-Lose Negotiations-- Tactics for Integrative Negotiations-- General Tactics: Framing and Continual Evaluation-- Summing Up-- -- 5 Frequently Asked Tactical Questions: Answers You Need-- FAQs About Price-- FAQs About Process-- FAQs About People Problems-- -- 6 Barriers to Agreement: How to Recognize and Overcome Them-- Die-Hard Bargainers-- Lack of Trust-- Informational Vacuums and the Negotiator's Dilemma-- Structural Impediments-- Spoilers-- Differences in Gender and Culture-- Difficulties in Communication-- The Power of Dialogue-- Summing Up-- -- 7 Mental Errors: How to Recognize and Avoid Them-- Escalation-- Partisan Perceptions-- Irrational Expectations-- Overconfidence-- Unchecked Emotions-- Summing Up-- -- 8 When Relationships Matter: A Different Notion of Winning-- Why Relationships Matter-- How Perceptions of Relationship Value Affect Negotiations-- Doing It Right-- Summing Up-- -- 9 Negotiating for Others: Whose Interests Come First?-- Independent Agents-- Non-Independent Agents-- Agency Issues-- Summing Up-- -- 10 Negotiation Skills: Building Organizational Competence-- Continuous Improvement-- Negotiating as an Organizational Capability-- What Makes an Effective Negotiator?-- Summing Up-- -- --