INSEAD Library

Includes bibliographical references and index

Digitized

Added Value Negotiating The Breakthrough Method for Building Balanced Deals Contents Chapter One HEAD-BUTTING 101 The Way We've Always Done It How Not to Win a Contract--by Karl Albrecht, 1 How Not to Sell a Business--by Steve Albrecht, 4 Deal or Duel: The Psychological Dilemma of Negotiating, 7 Pulling Teeth: Negotiating as Extracting Concessions, 9 Making Them Say "Uncle": Do You Want to Be a Tough Negotiator? 11 Psychological Blocks to Negotiating, 15 How We Learn to Negotiate, 17 Win-Lose Negotiating, 18 Win-Lose Negotiating in Disguise, 19 True Win-Win Negotiating, 21 Is There a Better Way? 23 Added Value Negotiating, 24 Chapter Two THE GENTLE ART OF ADDED VALUE NEGOTIATING 28 What Makes a Successful Negotiation? 28 Arm-Twisting: When Is a Negotiation Not a Negotiation? 31 Let's Define Our Terms, 33 Added Value Negotiating: The Philosophy and the Process, 34 The Philosophy, 34 The Process, 35 Key Ingredient # 1: Empathy, 37 Key Ingredient #2: Focusing on Interests, 39 1 Key Ingredient #3: Working from Options, 40 The Five-Step Added Value Negotiating Method, 41 Step 1: Clarify Interests, 42 Step 2: Identify Options, 44 Step 3: Design Deal Packages, 45 Step 4: Select the Best Deal, 46 Step 5: Perfect the Deal, 47 The Meet-and-Confer Cycle, 48 The Attitude, Spirit, and Goals of Added Value Negotiating, 50 Your Personal Values, People Skills, and Comfort Zones, 51 Chapter Three THE BULLDOG, THE FOX, AND THE DEER Negotiating Styles Each Person Negotiates in His or Her Own Way, 54 The Testosterone Factor: Do Men and Women Negotiate Differently? 56 How Cultural and National Difference Influence Negotiations, 58 The Negotiating Style Grid, 61 The Bulldog, 64 The Fox, 64 The Deer, 64 The Deal Builder, 65 Key Ingredient #4: Flexibility, 66 Chapter Four SELF-INTEREST The Great Engine of All Behavior Understanding the Context of the Negotiation, 75 Constraints and Ground Rules: Negotiate About Negotiating, 78 Openness, Honesty, and Empathy: The Paradoxical Power of Transparency, 80 Don't Confuse Interests with Options, 85 54 75 The Window of Interest: What We Want and What They Want, 86 Questioning and Listening to Discover Interests, 89 Chapter Five FINDING VALUE IN EVERY NEGOTIATION The Option Tree The Five Value Factors in Every Negotiation, 93 Money: Not the Only Object, 97 Property: Visible and Invisible, 99 Actions: Who Does What, 100 Rights: Who's Allowed to Do What, 100 Risks: Who Takes the Heat, 101 Drawing the Option Tree, 103 Tirade-Offs: Creative Ways to Add Value to the Deal, 106 Chapter Six CREATING DEAL PACKAGES Never Make Just One Offer Letting Structure Negotiate for You, 112 Negotiating from the Total Picture, 113 Creating Alternative Deal Packages, 115 Using Research and Analysis: What's a Deal Worth? 118 Chapter Seven BALANCING INTERESTS Choosing the Best Deal Meeting in the Spirit of Cooperation, 123 Evaluating and Comparing the Deals, 126 Patience: If They Say No, Corne Up with More Deals, 131 Key Ingredient #5: Trust the Process, 133 Dealing with Dirty Tricks, Nasty Gimmicks, and Battlefield Tactics, 135 When and How to Walk Away, 139 93 111 122 Chapter Eight GETTING TO THE HANDSHAKE Perfecting the Deal 141 Adding Creative Refinements, 142 Dealing with Post-Negotiation Gimmicks, 143 Assuring Acceptance: Avoiding Negotiator's Remorse, 146 Deal Insurance: Making Sure the Deal Doesn't Corne Unstuck, 148 Shaking Hands: The Ceremony and the Paperwork, 149 How to Avoid Lawyers, 151 Using Plain-English Agreements to Build Trust, 153 Chapter Nine SOME FINAL THOUGHTS ON NEGOTIATING 158 Recapping What We've Learned, 158 Helping Others Negotiate Successfully, 159 Using AVN for Conflict Resolution, 160 Divorce: The Most Personal of All Negotiations, 163 Can AVN Work between Nations? 165 Should We Teach Negotiating in Schools? 167 Understanding: A Poem by Karl Albrecht Bibliography About the Authors Index 169 171 173 174