HD58.6.N335

Mentor’s Message: Negotiating Skills Will Help Your Career Negotiating Outcomes: The Basics Types of Negotiations Distributive negotiation Integrative negotiation The negotiator’s dilemma Multiphase and Multiparty Negotiations Multiphase negotiations Multiparty negotiations Four Key Concepts BATNA: The best alternative to a negotiated agreement The reservation price ZOPA: The zone of possible agreement Value creation through trades Nine Steps to a Deal Step 1: Determine satisfactory outcomes Step 2: Identify opportunities to create value Step 3: Identify your BATNA and reservation price Step 4: Improve your BATNA Step 5: Determine who has authority Step 6: Study the other side Step 7: Prepare for flexibility in the process Step 8: Gather objective criteria to establish fairness Step 9: Alter the process in your favor Negotiation Tactics Tactics for getting off to a good start Tactics for distributive negotiations Tactics for integrative negotiations Framing the solution Continual evaluation Barriers to Agreement Die-hard bargainers Lack of trust Potential saboteurs Differences in gender and culture Communication problems Cognitive Traps Irrational escalation Partisan perception Unreasonable expectations Overconfidence Unchecked emotions The Skills of Effective Negotiators Tips and Tools Tools for Negotiating Outcomes Test Yourself Answers to test questions Frequently Asked Questions Key Terms To Learn More

Negotiation is the process by which people resolve their differences. Whether those differences involve the purchase of a new automobile, a labor contract dispute, the terms of a sale, or a complex alliance between two companies, resolutions are typically sought through negotiations. This guide will help you prepare, conduct, and close a negotiation successfully