New PDF release: Advanced Negotiation Techniques

By Steve Hay, Alan McCarthy, John Hay Agent for RDC

ISBN-10: 1484208501

ISBN-13: 9781484208502

ISBN-10: 148420851X

ISBN-13: 9781484208519

Advanced Negotiation Techniques offers a wealth of fabric in a profitable blend of useful adventure and strong learn to provide you a chain of instruments, thoughts, and real-life examples that will help you in achieving your negotiation pursuits.

For 25 years and throughout forty international locations, the source improvement Centre (RDC), run via negotiation specialists Alan McCarthy and Steve Hay, has helped millions of individuals to behavior profitable negotiations of each style. Many RDC consumers were company pros who've discovered tips on how to promote extra effectively. Others have more suitable their deciding to buy abilities. a number of consumers have utilized the RDC strategies open air the enterprise atmosphere altogether—for example, in such components as overseas diplomatic providers, together with hostage and kidnap occasions.

As you’ll detect, the RDC philosophy is headquartered on enterprise ethics and a principled method of negotiation that maximizes the price of the results for either events. it might even create extra worth that neither get together may perhaps locate in isolation. during this ebook, you'll learn:

  • The ten golden ideas for profitable negotiations
  • How to address conflicts along with your negotiating partners
  • What hostage and kidnapping negotiations can train managers negotiating in enterprise settings
  • How to make sure either side understand any contract as a "win"
  • Achieve higher-profit bargains in tricky circumstances

In the enterprise global, negotiating with different businesses, executive officers, or even your colleagues is a truth of existence. Advanced Negotiation Techniques takes you thru a approach for making plans and carrying out negotiations that might allow you to and your workforce to accomplish your negotiation ambitions. this can be an across the world attempted and demonstrated technique, with many present Blue Chip enterprises employing it day-by-day for an easy cause: the thoughts are effortless to enforce they usually paintings. That makes this publication crucial studying when you are looking to in attaining their ambitions in any sector of life.

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Additional info for Advanced Negotiation Techniques

Sample text

It may seem to you that this gift doesn’t cost you anything, and you may think that it will get the ball rolling. However, if you give them a concession at this early stage without obtaining anything in return, you will teach them how to ask you for more until you have nothing left to trade when you get into the trading phase. We are not yet in the trading phase, so do not consider any free gifts at this early stage. One of your objectives should be to build up a comprehensive list of all the interests and elements of the deal from the other party’s perspective.

2. Never negotiate with yourself. 3. Never accept the first offer. 4. Never make the first offer if you can help it. 5. Listen more and talk less. 42 Chapter 5 | Ten Golden Rules for Successful Negotiation 6. There are no free gifts. 7. Always isolate cost, price, and value. 8. Watch out for the salami effect. 9. Never make a quick deal. 10. Never disclose your bottom line. As you become more familiar with these rules, you will no doubt work out that they represent ten key lessons that we have learned over many years.

Even with a deal that been duly signed and sealed, it may still have to be delivered. This calls for sustained commitment after the negotiation. Sometimes there is a perception by people who were not directly involved in the deal that the negotiators have let down their respective organization by agreeing to elements and timescales that they feel are unrealistic. If you are a salesperson, remember that the formula for customer delight is expectation plus one. It doesn’t take much to get repeat business, but if you deliver expectation minus one, you can kiss goodbye to the next deal with that customer and to good references for other potential customers.

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Advanced Negotiation Techniques by Steve Hay, Alan McCarthy, John Hay Agent for RDC


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