Introduction
Part I - Core Concepts - What Is Really Going on Behind the Scenes
• The Settlement Range
• The Least Acceptable Settlement
• The LAS in a Competitive Environment
• The Maximum Supportable Position
• The Negotiation Cycle
Part II - Conducting the Negotiation - Building the Base
• Gathering Information
• The Four Primary Sources for
Gathering Information
• Gathering Information
• Objection Questions
• Going Fishing
• Challenging and/or Stroking the
Other Party's Expertise
• Asking Why
• What If Questions
• Playing Dumb /Getting the Other
Party to Be Your Mentor
• Silence
• Information to Not Blab
• Timing
• Setting Expectations and Managing Their Perceptions of Your Least
Acceptable Settlement
• Setting Expectations
• Managing Their Perceptions of Your
Least Acceptable Settlement
• Building Relationships
Part III - Conducting the Negotiation - Tactics and Strategies
• Introduction
• Where to Negotiate and How to Set the Stage
• Setting Ground Rules
• Silence
• Anger
• Caucuses
• Patience
• Emotions
• Strawman
• Authority Limits
• Policy and Resource Limits
• Bluffing
• Speed up
• Delay
• Mind Tricks
• Change the Negotiator
• Telephone Negotiations
• Unpredictability
• Good Guy - Bad Guy
• Signaling
• Asymmetrical Trades
• Linkage and Separation
• Fair and Logical
• Playing from the Weak Position
• Walkout
Part IV - Conducting the Negotiation - Going for the Close
• Win/Win Outcomes - Myths and Realities
• Concessions - Concepts, Tactics and Strategies
• Bidding Against Yourself
• Yes If...
• Justify Concessions
• Concession Patterns
• Split the Difference
• LAS Magnet
• Silence
• Closing the Deal
• Building Momentum
• Hovering Pen
and the Nibble
• Final Offer
• Face Saving
Part V - Putting it All Together - How to Say it in Typical Business
Negotiations
• Sales Negotiations
• Problem Solving Negotiations
• Negotiations from the Purchasing Perspective
