Table of Contents

       Cover Page

       Title Page

Skilful negotiating will improve your life

Know when to negotiate

1.1 Be clear what negotiating is

1.2 Consider alternatives to negotiating

1.3 Decide if negotiating is your best bet

1.4 Know who you are dealing with

1.5 Aim for win-win outcomes

1.6 Learn to deal with different cultures

Prepare clear objectives

2.1 Plan your approach

2.2 Anticipate the other party’s approach

2.3 Use a framework to guide you

2.4 Decide on the most important issues

       2.5 Know your team roles

       2.6 Plan your tactics

       Discuss your respective positions

       3.1 Let both parties set the scene

       3.2 Understand the other party’s viewpoint

       3.3 Clearly state your opening position

       3.4 Ask plenty of questions

       3.5 Listen more than you talk

       3.6 Re-assess your tactics

       3.7 Use numbers that suit your case

       3.8 Consider cost, price and value

       3.9 Summarize before any proposal

       Deal only in packages

       4.1 Packages must be easy to understand

       4.2 Let them offer the first package

       4.3 Make your first package challenging but credible

       4.4 Be confident with your opening package

       4.5 Don’t get ‘salami-ed’

       4.6 Know when to adjourn

       4.7 Give the other party a choice

       4.8 Show that you are flexible

       4.9 Tailor your language

       Bargain your way to success

       5.1 Movement allows agreement

       5.2 “If” is the biggest word in negotiating

       5.3 If you concede, attach a condition

       5.4 Make your first concession small

       5.5 Make concessions work for you

       5.6 Focus on solutions not problems

       5.7 Always secure a counter-proposal

       5.8 Use fair procedures

       5.9 Constantly compare your objectives

       5.10 Counter the ‘nibble’

       Find common ground

       6.1 Invent options for mutual gain

       6.2 Link all your issues in the final package

       6.3 Try not to say “take it or leave it”

       6.4 Hold your nerve and know when to close

       6.5 Be aware of body language

       6.6 Fully agree what’s been agreed

       Put it all together