Negotiate

The seven step masterplan

By Harry Mills

Negotiate: The Seven Step Master Plan shows you how to get what you want from your boss, subordinates, clients, customers, suppliers, partners, and children.

Become a master negotiator

Here are the skills and strategies you need to become a master negotiator.

In seven easy ways you discover how to turn conflict into agreements and turn win-lose contests into win-win settlements.

Discover:

• The sevens steps to agreement and what you need to do in each step to win the best possible deal
• How to plan a winning strategy
• How to uncover the other side's real needs
• How to trade concessions
• How to counter negative tactics
• How to negotiate with sharks without getting eaten alive
• How to create deals which serve the best interests of both sides
• How to build productive relationships
• How to avoid expensive mistakes
• How to increase your personal power
• How to make time work for you
• How to build rapport and understanding.

Dozens of examples drawn from business, international and labor negotiations reinforce the key points.

Negotiate: The Seven Step Master Plan breaks new ground. It provides simple but practical ways to enhance your negotiation skills.

Proven dealmaking strategies

Use the strategies, skills and techniques of Negotiate: The Seven Step Master Plan to:

• Negotiate better terms with suppliers
• Manage and supervise others more effectively
• Close more sales
• Improve your salary and conditions of work
• Buy and sell cars, property and businesses
• Win the support of your boss
• Identify client needs
• Resolve differences with your partner, family, neighbors and colleagues
• Negotiate complicated contracts
• Negotiate with staff and unions.

The author

Harry Mills is an international authority on the art of negotiation. The author of 22 books, his best selling books have been translated into 12 languages.

His international client base includes, Toyota, BMW, Unilever, IBM, PricewaterhouseCoopers, Oracle and Lexus.

Harry Mills conducts negotiation workshops across the world, and consults for companies and governments on how to negotiate big complex deals.

Contents

1. Walking The Negotiator's tightrope
   • The two routes to successful persuasion.
2. Everyone Negotiates
   • What is negotiation?
   • Talking for money.
3. R-E-S-P-E-C-T: The Seven Steps to Agreement
   • The Bargaining Range.
4. Step One: Ready Yourself
   • Working out your BATNA
   • Listing your interests
   • Identifying the interests of the other party
   • Listing, ranking and valuing the issues
   • Determining the other side's objectives
   • Gathering valuable information
   • Analyzing the other party
   • Rehearsing by role playing
   • Testing your assumptions
   • Consulting with others
   • Determining the limit of your authority
   • Planning your agenda
   • Planning your critical first offer
   • Picking a Winning Team
   • Devising a Time Plan
   • Choosing a Venue
   • Designing a Strategy: Choosing the right tactics
   • Checkpoints.
5. Step Two: Explore Needs
   • Setting the tone and climate
   • Communicate you position
   • Discovering their position
   • The power of questions
   • The art of active listening
   • Reflective Listening
   • The impact of body language
   • The power of vocal control
   • Using assertive language
   • Using silence for effect
   • Reading between the lines
   • Checkpoints.
6. Step Three: Signal For Movement
   • What is a signal
   • How to signal
   • Questioning for clarification
   • Checkpoints.
7. Step Four: Probe With Proposals
   • What is a proposal
   • Presenting proposals
   • Receiving proposals
   • Packaging
   • Checkpoints.
8. Step Five: Exchange Concessions
   • How to make concessions
   • How to build momentum
   • Checkpoints.
9. Step Six: Closing The Deal
   • Timing the close
   • Common closing techniques
   • Other closes
   • Managing the tension
   • Deadlocks
   • Checkpoints.
10. Step Seven: Tie Up The Loose Ends
    • Verifying what has been agreed to
    • Planning for future differences
    • Reviewing the performance
    • Checkpoints.
11. Building a Wining Relationship
    • The golden rules of relationship building
    • Psychological traps.
12. Power and Persuasion
    • The six sources of power.
13. Planning Your Strategy
14. Choosing the Right Tactics
15. The Sixteen Critical Success Factors

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