INSEAD Library

Digitized

Table of Contents Smart Negotiating Smart Negotiating Foreword by Larry Winget . . . . . . . . . . . . . . . . . . . . .xi * Preface . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . xv CHAPTER O N E * The DoIan Strategy for Effective Negotiation 1 * Getting Past the Myths of Negotiation. .......... . 2 What Is Effective Negotiation?. . . . . . . . . . . . . . . . . . .4 The Dolan Strategy .......................... .10 + It's a Done Deal . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12 One Last Thought: Negotiating with Style. ....... - 1 3 ..... . * C H A P T E R T W O e Preparing to Implement Your Strategy 17 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .19 s Be Prepared * Passing the Preliminaries . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Where Do I Stand? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 a What Is My Counterpart's Position? . . . . . . . . . . . . . . . . . .26 * Information Is Power . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .28 * Position Yourself for Maximum Advantage . . . . . . . . . . . . 29 * One Last Thought: Six Steps for . Negotiation Preparation . . . . . . . . . . . . . . . . . . . . . . . . . . 30 5 ............... C H A P T E R T H R E E * Negotiate on the Same Wavelength 33 Understanding the Complexities of Interpersonal Communication . . . . . . . . . . . . . . . . . . . . . .34 * How to Get Results through Improved Communication . . . . . . . . . . . . . . . . . . . . . . . . . 38 Two-way Communication: The Key to Negotiating Effectively . . . . . . . . . . . . . . . . . . 44 * One Last Thought: Gender Sense in Negotiation . . . . . . . . .45 C H A P T E R F O U R 0 ................. Questions: The Most Powerful Tool of an Expert Negotiator 49 5 Controlling the Information Balance ..................50 . a How to Ask Questions Effectively . . . . . . . . . . . . . . . . . . . 54 * Answering Questions Effectively Is as Important as Asking Them with Skill . . . . . . . . . . . . . . . . 59 61 * Don't Be Afraid to Ask . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . * One Last Thought: Practice. Timing. and Discipline: The Essentials for Success . . . . . . . . . . . . . . . . . . . . . . . . . . 61 ......................... 5 C H A P T E R F I V E * Agree on the Ground Rules before You Jump into the Issues 65 Know What You're Negotiating . . . . . . . . . . . . . . . . . . . . . .66 * Discuss Why You Are Meeting. and What Everyone Hopes to Gain . . . . . . . . . . . . . . . . . . . . . 66 Capture the Power of Objective Criteria . . . . . . . . . . . . . . . 67 Setting the Standards Pays Off . . . . . . . . . . . . . . . . . . . . . . . 73 What to Watch for When Setting Standards . . . . . . . . . . . . 74 One Last nought: Thrift Stores. Movies. and Mom . . . . . . 77 .................. C H A P T E R S I X * Don't Fight: Search for Solutions 81 * Moving to the Same Side of the Table . . . . . . . . . . . . . . . . . 84 Finalize and Clarify . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 89 . Follow Through . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 90 * High Standards Pay Off . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 91 9. One Last Thought:World-Class Negotiation: Working Door-to-Door in the Global Village . . . . . . . . . . 92 C H A P T E R S E V E N 9 ................... Mastering Basic Negotiating Tactics 95 Fourteen Common Negotiating Tactics . . . . . . . . . . . . . . . . 96 a The Dynamics of Tactics . . . . . . . . . . . . . . . . . . . . . . . . . . . .110 One Last Thought: Let's Just Split it Down the Middle . . . 111 C H A P T E R E I G H T ................. * How to Make the Other Side Play Fair 115 * Negotiating Ethically Is Not for Sissies . . . . . . . . . . . . . . . 120 How to Avoid Being Manipulated . . . . . . . . . . . . . . . . . . . 120 Tolerance and Integrity. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 126 .............. One Last Thought:An Oral Contract Isn't Worth the Paper It's Written On . . . . . . . . . . . . . . . . . . . . . . . . . 126 * CHAPTER N I N E Breaking Impasses 129 ...........................130 * Pinpointing the Problem * Getting Negotiations Going Again . . . . . . . . . . . . . . . . . . . 133 * Understanding the Impact of Personal Negotiating Style . . . . . . . . . . . . . . . . . . . . . . . . 137 Break Impasses without Giving In . . . . . . . . . . . . . . . . . . .140 . * Walking Away . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 140 One Last Thought:Warm Nuts and a Moist Towlette or How to Negotiate Your Way Down the Road . . . . .141 CHAPTER TEN .............................. * Negotiate with Strength145 No Matter What Your Position . . . . . . . . . . . . . . . . . . . . . . . . 146 * Winning Starts in Your Mind * Build Your Strength through Strategy . . . . . . . . . . . . . . . . 147 When All Else Fails . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 153 * A Final Word . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 156 * One Last Thought:Negotiate with Strength No Matter What Your Position . . . . . . . . . . . . . . . . . . . . 157 ................... About the Author ...............................161 Glossary ....................................... 163 Index.......................................... 167