The Elements of Negotiation 103 Tactics for Everyone to Win in Each Deal 1st Edition by Keld Jensen ISBN 1394248288 9781394248285
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Product details:
ISBN 10: 1394248288
ISBN 13: 9781394248285
Author: Keld Jensen
Comprehensive guide to mastering negotiation, based on 24 years of research
The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis.
Backed by tested science proving the tips’ efficacy, The Elements of Negotiation explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you’ll learn:
- How to prepare for negotiations to achieve superior financial outcomes
- What to say—and not say—during any negotiation, big or small
- How successful negotiators achieve positive outcomes for both parties
- Why successful negotiators are usually successful in both their personal and professional lives
With its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the Financial Times, Target, Government of Canada, and UCLA, The Elements of Negotiation is an invaluable resource for anyone looking to elevate their negotiation skills.
Table of contents:
Chapter 1: Nonverbal
Introduction
Element 1: Body Language
Element 2: Eye Contact
Element 3: Gesticulations
Element 4: The Role of Voice
Element 5: Humor
Element 6: Use of Feet
Element 7: Image
Chapter 2: Knowledge
Introduction
Element 8: The Crucial Role of Mathematics
Element 9: Negotiating in a Foreign Language
Element 10: The Journey of Learning
Element 11: Education
Element 12: Negotiation Training
Element 13: Asymmetric Value
Element 14: Subject Matter
Element 15: Leveraging AI to Enhance Your Negotiation Skills
Chapter 3: Tools
Introduction
Element 16: Negotiation Strategy
Element 17: Rules of the Game
Element 18: Questions
Element 19: Openness
Element 20: The Hidden Value: NegoEconomics
Element 21: Tru$tCurrency
Element 22: Strategy Access Matrix (SAM) Model
Element 23: Threats
Element 24: Activating Several Senses
Element 25: Using an Agenda
Element 26: Planned Target
Element 27: Walking Away
Element 28: Team Dynamics
Element 29: Division of Roles on the Team
Element 30: The Trial Balloon and Highball/Lowball Techniques
Element 31: Starting Point, Threshold of Pain, and Target
Element 32: Variables
Element 33: The Art of Managing Non-Negotiables
Element 34: Cross-Cultural Negotiations
Element 35: Emotions, Stress, and Personal Chemistry
Element 36: Prioritizing Variables: The Key to NegoEconomics
Element 37: Listening Skills
Element 38: Understanding and Navigating Salami Negotiations
Element 39: Mastering Package Negotiation: A Holistic Approach
Element 40: Total Cost of Ownership
Element 41: Confirming a Mandate
Element 42: The Double-Edged Sword of Ultimatums
Element 43: Time Out: Embracing Preparation and Patience
Element 44: Checklists
Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions
Element 46: Working with Summaries
Element 47: Anchoring in Negotiation
Element 48: Postmortems: Navigating the Aftermath
Element 49: Creating a Negotiation Planner
Element 50: The Next Best Alternative in Negotiations
Element 51: Testing Limits with Respect
Chapter 4: Tactics
Introduction
Element 52: The Combative Negotiator
Element 53: The Concession-Oriented Negotiator
Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests
Element 55: Stalling
Element 56: The Collaborative Negotiator
Chapter 5: Emotions
Introduction
Element 57: Argumentations
Element 58: Building Rapport with Your Counterpart
Element 59: Small Talk
Element 60: Positive and Negative Emotions
Element 61: Maintaining Emotional Control
Element 62: Cheating, Bluffing, and Little White Lies
Element 63: Perseverance
Element 64: Pacing, Rapport, and Lead
Element 65: Likeability in Negotiations: Insights from Research
Element 66: Personal Chemistry
Element 67: Emotional Intelligence: The Foundation for Effective Negotiation
Element 68: Decision-Making and Emotional Biases in Negotiations
Chapter 6: Things to Consider
Introduction
Element 69: Implementing NegoEconomics
Element 70: The Role of Mediators/Facilitators
Element 71: The Big Picture
Element 72: Typical Skills to Improve
Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn’s Insight
Element 74: Addressing Misunderstandings
Element 75: The Total Cost of Ownership (TCO)
Element 76: Listening, Summarizing, and Locking (LSL)
Element 77: Contingent Contracts
Element 78: Post-Negotiation Audit
Element 79: Face-to-Face or Virtual Negotiations
Element 80: Ability to Anticipate
Element 81: Soft vs. Hard Variables
Chapter 7: Ultimate Level
Introduction
Element 82: The Essence of Negotiation Mastery
Element 83: Using Silence Effectively
Element 84: Teaching Others
Element 85: Expanding the Pie
Element 86: Subtext Awareness
Element 87: Human Engineering
Element 88: Mastering Conflict Resolution Skills
Chapter 8: The Foundation
Introduction
Element 89: The Love of Negotiation
Element 90: Building Trust
Element 91: Unleashing Creativity
Element 92: Conveying Empathy
Element 93: Practicing
Element 94: The Nuances of Argumentation
Element 95: Adaptability
Element 96: Ethical Negotiations
Element 97: Choosing a Strategy
Element 98: Brainstorming
Element 99: Considering Gender
Element 100: Making Sure You Get Something in Return
Element 101: The Power of Habit
Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator
Element 103: The Choice to Negotiate: Challenging the Obvious
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Tags: Keld Jensen, Elements, Negotiation, Tactics, Win, Deal