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

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

Advanced Negotiation Techniques offers a wealth of fabric in a successful mix of functional event and solid examine to offer you a sequence of instruments, recommendations, and real-life examples that can assist you in achieving your negotiation ambitions.

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 winning negotiations of each kind. Many RDC consumers were company pros who've discovered tips to promote extra effectively. Others have more desirable their procuring talents. a couple of consumers have utilized the RDC innovations outdoors the enterprise setting altogether—for example, in such parts as foreign diplomatic prone, together with hostage and kidnap occasions.

As you’ll detect, the RDC philosophy is headquartered on company ethics and a principled method of negotiation that maximizes the price of the results for either events. it will possibly even create extra worth that neither celebration may possibly locate in isolation. during this e-book, you are going to learn:

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

In the enterprise global, negotiating with different businesses, govt officers, or even your colleagues is a truth of existence. Advanced Negotiation Techniques takes you thru a approach for making plans and undertaking negotiations that may assist you and your staff to accomplish your negotiation ambitions. this can be an the world over attempted and demonstrated technique, with many present Blue Chip corporations making use of it day-by-day for an easy cause: the strategies are effortless to enforce and so they paintings. That makes this publication crucial interpreting in the event you are looking to in attaining their targets in any quarter of life.

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Extra resources for Advanced Negotiation Techniques

Example text

Commitment and Documentation Although the parties may not literally shake hands, it can be an effective tradition at the point of agreement to act as a symbol of commitment and closure. It is a powerful symbol in various cultures and will help to cement the deal. Just offering your hand can be a strong subliminal trigger to which the other party often responds automatically without thinking. This can help to overcome last-minute hesitation but can backfire if the other party feels manipulated. Even at this late stage, the other party may feel the need to employ tricks to get one more compromise from you.

One example could simply be that this is your final position, take it or leave it. This is a very high-risk closing technique. You can’t be bluffing when you issue such an ultimatum. If it is rejected, you must be willing to walk away from the deal despite all the hard work you have invested in it. The other party may not accept, no matter which closing technique you select. You may need to loop back into a little bit of planning, then more discussion, and perhaps revised proposals until the trade is agreed on.

Advanced Negotiation Techniques Figure 4-4. From propose through plan to trade The arrows in Figure 4-4 show the simplified route from the propose phase, probably with an additional planning cycle, and then into the trade phase. However, the route can be more complicated. If the trade is not agreed on, you may go back into planning and back into discussion before you can be confident of returning to the propose and trade phases once more. In many negotiations, we have found that the other party often wants what we are prepared to trade and that we want what the other party is willing to trade.

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