Negotiating to Win A Practical Guide

Overview"No bird soars too high if he soars with his own wings." -- William BlakeCrafting a deal can be an enjoyable endeavor. Like any worthwhile adventure, negotiation requires time, effort, and imagination. In this book, you'll explore: - how to be confident and committed to the process, - the role of negotiation in development."We are confronted with insurmountable opportunities." -- Pogo"When dealing with people, remember you are not dealing with creatures of logic, but wit creatures of emotion." --Dale CarnegieNegotiation is all about connecting and communicating. Emotions, wants, desires, fears--they all come into play in the negotiation process. Your ability to win in negotiations is directly related to how well you connect and communicate, even when the emotional going gets tough.In the book "Connecting and Communicating," you'll gain an understanding of methods to emotionally connect with people in ways that capture their attention and interest. This book will lay the foundation for your growth in the following areas: - building strong relationships with your counterparts, - using verbal techniques to effectively negotiate, - making use of body language to communicate, and - listening effectively to your counterpart."Let us never fear to negotiate. But let us never negotiate out of fear." -- John F. KennedyNegotiation is an integral part of business and personal life. People are often concerned about negotiations and may enter them with a sense of fear. The intent of this book is to prepare you to negotiate from a place of strength, not fear. Learning to win at negotiations means learning the negotiation process. Negotiating is not a haphazard event. With the right process, you'll be much more successful.In this book, you'll gain an understanding of the phases involved in a successful negotiation, one that satisfies both sides--a "win-win." By learning the fundamentals of each phase, you'll see how it's possible to achieve a win-win solution by: - investigating and planning, - proposing and presenting, - bargaining, - agreeing and winning.People are complex. They are full of hopes, fears, and a history of personal experiences. They bring all of this to the negotiation table. The human dynamics that affect negotiations are complex. They include behavioral styles, motivations, communication preferences, and more. It's important to gain an understanding of how people interact and ways to effectively communicate.You may never know why someone acts as he does, or responds in unexpected ways, but by being prepared, you have a much better chance at creating the negotiation outcome that you desire. Negotiations are complex examples of the dynamics of human interaction. In this book, you'll gain an understanding of how to dynamically interact with other people, including: - choosing negotiating styles, - adopting negotiation strategies, - keeping your cool while negotiating, - using questions to achieve negotiating success.Have you talked with people from other cultures or generations? How did you feel? What did you learn? Inclusive negotiating means that you can effectively negotiate with others, regardless of age, gender, or culture. Our world is getting smaller and more interconnected every day. It's important for you to develop the skills needed to negotiate effectively with a wide range of culturally diverse people. Cross-cultural and cross-generational negotiating take an extra level of understanding.Not only must you be aware of the negotiation issues, you must also take your counterpart's biases and beliefs into account as you negotiate. Sometimes these factors can even outweigh the negoti