comeon - Verlag

Extract The Master Negotiator

PREFACE
THE MASTER NEGOTIATOR: BEHIND THE SCENES

THE VISION OF THE NEGOTIATION MASTER AS TARGET FOR DEVELOPMENT

RESEARCH ON THE MASTER NEGOTIATOR
The Vision of the Negotiation Master
The Starting Question
Expectations & Research Findings
The Conclusion

THE STRENGTHS FROM A BIRD’S EYE VIEW
Strength 1: Optimal Preparation
Strength 2: Negotiation Master Strategy
Strength 3: Personality
Strength 4: Communication Competency
Strength 5: Target Orientation and Process Knowledge
Strength 6: Convincing Argumentation Techniques

THE SITUATION: WHEN IS THE MASTER NEGOTIATOR USEFUL?

THE PRIORITIES: A SYSTEMATIC PICTURE 
 

STRENGTH 1: PREPARATION
MAIN STEPS IN THE PREPARATION
THE SITUATION ANALYSIS
Competition negotiations
Partnership negotiations
Relationship negotiations
Co-ordination negotiations
ASSESSING NEGOTIATION SITUATIONS
DETERMINING THE NEGOTIATION STRATEGY
PACKING THE PARACHUTE: THE BEST ALTERNATIVE
Checklist to finding your best alternative
 

STRENGTH 2: STRATEGY

STRATEGIC PRINCIPLES

MAIN STRATEGIES AND CONCEPTS

THE MASTER STRATEGY
Competition negotiations
Partnership negotiations
Relationship negotiations
Co-ordination negotiations

STRENGTH 3: APPROACHING PARTNERS
PERSONALITY AND STYLES
The teddy bear
The shark
The ostrich
The cat
The Compromiser

NEGOTIATION TYPES IN THEIR FAVOURITE ENVIRONMENT
NEGOTIATION PARTNER PROFILE
THE ROLE OF TRUST IN NEGOTIATIONS
INTEREST: THE LIGHTHOUSE IN THE NEGOTIATION
Tips to uncover interests

STRENGTH 4: COMMUNICATION
PERCEPTION AND COMMUNICATION TRAPS

DIFFERENT COMMUNICATION LEVELS
RHETORICAL NEGOTIATION TECHNIQUES
Linguistic traps and ambiguities
Individual language patterns
Killer phrases: employment and handling
Countering verbal attacks in the negotiation
Expressing information positively
Active listening
Reinforcing
Interpretation
Summarising
Verbalising, concretising, paraphrasing
Questioning techniques
The “I am not saying” technique
Visualising
Pausing
Congruence: talking the same language
Authenticity

STRENGTH 5: TARGET ORIENTATION AND PROCESS KNOWLEDGE
GOAL SETTING AND ATTAINMENT
Objective formulation
CREATIVITY AND FLEXIBILITY IN FINDING SOLUTIONS

NEGOTIATION PHASES
Phase 1: Preparation
Phase 2: Create
Phase 3: Bargaining
Phase 4: Closing

STRENGTH 6: ARGUMENTATION AND LEGITIMISATION TECHNIQUES
FIRST OFFER AND CONCESSION STRATEGY
Anchoring
Tips for the starting offer
Tips for the concession strategy
ARGUMENTATION STRUCTURE AND FIVE-STEP TECHNIQUE

COUNTER ARGUMENTATION AND OBJECTION HANDLING

NEGOTIATION TACTICS
CLOSING TECHNIQUES

BIBLIOGRAPHY
INDEX