By Steve Hay, Alan McCarthy, John Hay Agent for RDC
Advanced Negotiation Techniques offers a wealth of fabric in a successful mix of useful event and sturdy learn to offer you a chain of instruments, innovations, and real-life examples that will help you in attaining your negotiation pursuits.
For 25 years and throughout forty nations, the source improvement Centre (RDC), run by means of 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 realized the best way to promote extra effectively. Others have greater their paying for talents. a couple of consumers have utilized the RDC options outdoor the company atmosphere altogether—for example, in such components as overseas diplomatic prone, together with hostage and kidnap events.
As you’ll realize, the RDC philosophy is based on enterprise ethics and a principled method of negotiation that maximizes the worth of the results for either events. it will probably even create extra worth that neither celebration may possibly locate in isolation. during this publication, you'll learn:
- The ten golden ideas for profitable negotiations
- How to address conflicts along with your negotiating partners
- What hostage and kidnapping negotiations can train managers negotiating in enterprise settings
- How to make sure each side understand any contract as a "win"
- Achieve higher-profit offers in tough circumstances
In the company global, negotiating with different businesses, executive officers, or even your colleagues is a truth of lifestyles. Advanced Negotiation Techniques takes you thru a method for making plans and undertaking negotiations that might show you how to and your workforce to accomplish your negotiation ambitions. this can be an the world over attempted and established approach, with many present Blue Chip enterprises utilising it day-by-day for an easy cause: the innovations are effortless to enforce and so they paintings. That makes this ebook crucial analyzing in case you are looking to in achieving their objectives in any zone of life.
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Additional info for Advanced Negotiation Techniques
Value is what it is worth to the other party. For example, the cost of a washer for a sink tap may be 10 cents. The price to remove an old leaking washer and fit a new one may be 15 minutes of your time, say $20. The value to the other party is that the leak doesn’t ruin their bathroom floor and destroy the living room ceiling plaster at a $1,000 replacement. A good negotiator will avoid confusing cost, price, and value and will separate each of these concepts while analyzing each one in isolation, before creatively planning how best to join them together to achieve a “win-win” deal to the advantage of both parties.
Your challenge is to listen carefully and decipher the signals. There are two distinct types of signal—leaked and intentional. A leaked signal is when the other party says something they didn’t mean to reveal. That’s why it’s so important for you to listen carefully because you may hear something to your advantage that they didn’t mean to disclose. An intentional signal is when the discussion phase is correctly used to transmit signals about the requirements of either party. It is appropriate for you to plan what information you want to intentionally transmit during the discussion phase.
8. Watch out for the salami effect. 9. Never make a quick deal. 10. Never disclose your bottom line. As you become more familiar with these rules, you will no doubt work out that they represent ten key lessons that we have learned over many years. Of course, the examples we give to demonstrate the guidelines will ideally paint a picture of us as experienced, professional negotiators, but the reality is that we have probably learned more from the painful mistakes we have made in negotiations than from the deals that went without a hitch!