Real Life negotiating By Arnold Butler
The book is written so the read can develop effective skills, techniques and strategies to ensure successful negotiation between, friends, partners, business and personal relationships. There are several basic rules of negotiation the author highlights through out the book. There are tips and suggestions how you can develop your own effective negotiation skills.
Useful skills for negotiation are strategies and techniques to overcome your nerves, perhaps through public speaking classes or a professional club such as the Toastmasters. Along with overcoming your nerves the reader will find useful information on how to develop presentation skills, how builds a positive impression, and suggestions on how best to practices these skills. Listening in order to be able to meet the needs of the other person is also covered; strategies on how to hold another person’s attentions; how to avoid giving a false impression; how to ask questions so the other person will answer and continue with negotiations; the importance and how to make a positive connection with the other person; the role of humor; the role and importance of body language; how impact cultural background and upbringing play on negotiations; how to check your own body’s signals; how to develop empathy, patience, and persistence are also covered in the first chapter.
The next chapter looks at how to use pauses and silence in the process of negotiation. The author details the strategies which will the reader can practice and implement in order to be successful in using pauses and silence the negotiation process. This chapter also discusses ways to say “no” without damaging the process.
Chapter three addresses strategies on how to guard and protect your reputation as a negotiator; how other may perceive your negotiation style; way to treat the other person with respect; the importance of telling stories and how they can backfire; suggested tactics; how to avoid the blame game; the importance of knowing the value of each point to each party involved in the negotiation process; what are the important elements of a successful negotiation; how to reassure the other person; and the importance of keeping records of the negotiation agreements.
The following chapter is dedicated to how to deal with aggression; how to avoid their attitude affecting your response; the possible reasons for a forceful approach; how to identify their real motivation and what to do; how to handle the offer of “splitting the difference” to benefit you; how to ensure a win-win agreement; and the importance of focusing on the benefits and features above the price; how to handle indecisiveness; the importance of painting a picture for the other party; what are the elements of a standard practice in negotiations; what it means and how to handle “subject to outside approval; and the importance of timing.
The next section focuses on the tactic of “good cop and bad cop” and how this can be beneficial in the negotiation process; how to handle last minute additions to the agreement; and a list of other tactics.
The following section provides detailed steps on: what to do before the negotiations begin; steps for proper preparation and it importance. The author provides a list of things you need to know before hand: your figures, your options, your desired outcomes and as much as possible about the other party. The author points out common errors and how they impact the negotiation process; the importance of knowing who has authority to make the deal. There is a list of things you need to find out about the other party such as how important is the deal to them; are they under pressure to get results; is the pressure do to time and/or financial constrains; and are there other strong prospects. There are steps for preparation: plan exactly how you will present your offer; how to identify possible responses for the other party; how to identify other points which you don’t want the other party to bring up and how to handle it if they do; make a list of possible concessions or bonuses; and make a list of all the things you need to get from the deal.
The next chapter looks at how to deal and identify your prime objective and fallback options. There is a discussion on the importance of having the option to say no to the deal/negotiation process; how your physical health will impact the negotiation process; tips on handling stress and traveling; and how to gauge the value of an item. There are six points to determining the value of an item: what was paid for it; what it cost to make; the value of its components; the replacement costs; the benefit to the buyers; and the value after one year.
The next section looks at the importance of keeping an open mind in order to reduce stress and uncomfortably. The importance of a win-win philosophy in negotiations; how to provide options and their importance to the process; the importance of leaving them something; how to avoid getting stuck on the sticker price; how to develop optional outcomes/targets; how to pace the negotiation process; how to make an offer more attractive; and how to establish a bottom line.
The last section details strategies on making the first offer; how to build a favorable relationship; the role of lawyers and other advisors and how to handle them; getting it on paper; and what to do after the deal has been concluded through review of the process;