New PDF release: Negotiator's (The Pocketbook)


By Patrick Forsyth, Phil Hailstone

ISBN-10: 1870471849

ISBN-13: 9781870471848

This paintings is a complete consultant to the negotiation method. It covers basic points of negotiation, practise, crucial suggestions, coping with the method and interpersonal behaviour.

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Extra resources for Negotiator's (The Pocketbook)

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47 TEN TECHNIQUES TO KEEP AHEAD 9. DON'T GET HUNG UP ON DEADLINES There is an old saying that there has not been a deadline in history that wasn't negotiable. All aspects of timing are variables: ● ● ● How long will things take? (Duration) When will they happen? (Time frame) All at once? (Prioritisation) Keep this in mind throughout the negotiation process. 48 TEN TECHNIQUES TO KEEP AHEAD 10. REMEMBER: CONSTRAINTS & VARIABLES ARE INTERCHANGEABLE Almost anything the other side presents as fixed can be made into a variable.

Linking this to using ‘suppose’ or ‘if’ keeps the conversation organised and allows you to explore possibilities without committing yourself. (‘Right, we have agreed that we need to resolve cost, delivery and timing, now if ….. ’) 41 TEN TECHNIQUES TO KEEP AHEAD 3. TAKE NOTES Keep track of complex negotiations throughout their course. While the formality of certain meetings is inappropriate for note-taking, you must keep track. Remember, information is power. ’). Not only will taking notes prevent you being caught out on something that you cannot remember, but making them or checking them can have another advantage.

OBJECTIVE Direct (theoretical route) Possible actual routes Impact of other party's response Failure 53 MANAGING THE PROCESS CREATE PHYSICAL ADVANTAGE All things being equal, sit where you can see (and hear) everyone else and be seen clearly yourself. This is particularly relevant if discussions involve a number of people. If possible, it is best to conduct the meeting on your own territory. You will feel more in control (they less so) and you have all your information and support close by. 54 MANAGING THE PROCESS KEEP NUMBERS DOWN The fewer people involved the better.

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Negotiator's (The Pocketbook) by Patrick Forsyth, Phil Hailstone

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