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Contents

Introduction

Why are people afraid of negotiating?

What is the aim of this book?

How the book is organized

How to use the book

1 Key principles and mistakes

Basic principles

Common negotiating mistakes

Review questions

2 Managing the negotiation process

Step 1: Preparing for negotiation

Step 2: Developing a strategy

Step 3: Getting started

Step 4: Building understanding

Step 5: Bargaining

Step 6: Closing

Review questions

Case study: The Temperamental Talent

3 Negotiating within groups

Organizing successful meetings

Communicating with impact

Looking for creative solutions

Achieving consensus

Review questions

Case study: Mawdesley Electronics Company

4 Negotiating between groups

Teamwork

Forming coalitions

Building integrative agreements

Review questions

Case study: International Computer Systems

5 Negotiating among cultures

Understanding different cultures

Adopting culture-specific strategies

Review questions

Case study: Borg-Warner Chemicals

6 Toolbox

Guidelines for preparing your negotiation

Key questions in developing your strategy

Guidelines for opening the negotiation

Guidelines for building understanding

Guidelines for managing your concession making

Guidelines for breaking deadlocks

Guidelines for improved problem solving

Guidelines to facilitate movement towards agreement

Guidelines for closing the negotiation

Check-list for reviewing the negotiation

Bibliography

Appendix

Index

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