Negotiating and Influencing Skills The Art of Creating and Claiming Value

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ISBN: 9780761911845 | 0761911847
Cover: Hardcover
Copyright: 10/15/1997

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Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach.Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process. Case studies are used to illustrate the key learning points. An annotated bibliography and a glossary of terms are included.

Preface

(2)

Acknowledgments

1. Introduction This chapter examines why negotiating and influencing skills are challenging to learn and how the concepts of "Powerful Questions," "Salient Feedback," and the "Ladder of Knowledge" can help you learn these critically important skills. A survey on negotiation is then presented to help you assess the role that negotiation skills play in both your personal and professional life.

(12)

2. Creating and Claiming Value This chapter introduces you to the two most important elements in all negotiations: creating value and claiming value. You will learn how to assess your own skills in these two important areas and learn how to better monitor your success in future negotiations. The chapter then looks at the role of ethical decision making in the negotiating process and the importance of your reputation as a negotiator and concludes by looking at the styles and characteristics of highly effective negotiators and their less effective counterparts.

(14)

3. Assessing Your Current Negotiating Style How well you create and claim value depends on how well your negotiating skills have been developed. It also depends on how well those skills are integrated into a cohesive negotiating style. The purpose of of this chapter is to help you examine your current abilities as a negotiator and to formulate a list of ways you would like to improve them. A seminal study is presented that looks at the eight critical differences between effective senior managers and their average counterparts. You are then invited to rate your ability on each of these eight characteristics. You will also learn about a strategy designed to help you use the power of salient feedback to assess how others see your current negotiating strengths and to examine areas where improvement is desirable.

(13)

4. Principles and Techniques for Creating and Claiming Value This chapter explains the 10 essential differences between effective negotiators and their ineffective counterparts and then introduces you to the critical importance of BATNA (Best Alternative to a Negotiated Agreement) and muscle level (i.e., how much power you need to bring to the negotiating table). The chapter discusses several techniques to get stalled negotiations back on track and then examines the strategic role of "frames" in helping you become more persuasive and the critical role of "precedent setting" in the negotiating process.

(40)

5. Dealing With Difficult People and Difficult Situations Difficult people and difficult situations are a true test of your negotiating and influencing skills. They also provide you with one of the best sources of information on what you need to do differently to negotiate more effectively. This chapter examines the eight critical skills needed to successfully negotiate with difficult people or in difficult situations. differently to negotiate with difficult people or in difficult situations.

(32)

6. Developing Higher-Order Skills This chapter explores the development of higher-order negotiating skills, looks at the development of individual skills and subskills using the "P.R.I.C.E." method, and explores the value of learning from interviews with experienced negotiators and learning from mentors. As your negotiating skills must work together congruently and harmoniously if you are to be a truly effective negotiator, the chapter concludes with five techniques for putting all these skills together to create an effective, integrated whole.

112

(21)

7. The Power of Commitment This chapter explores the power of commitment in the negotiating process and also affords you the opportunity to examine a long-term contentious negotiation from start to finish. The case involves the building of coalitions, the increase of muscle level, and the power of using objective criteria and external standards. The chapter centers on a child injury case and the use of the elements of the "Getting to Yes" model to negotiate a resolution based on "principle."

133

(14)

8. Conclusion Learning effective negotiating and influencing skills is a life-long process. In a very real sense, reading this book is only the beginning point in that process. To answer the question "Where do I go from here?" several suggestions are presented in this chapter regarding books to read, courses to take, and the continuing use of the feedback forms provided in this book. Information also is presented on programs that teach negotiating and influencing skills in elementary schools and high schools.

147

(6)

Appendix A: Annotated Bibliography

153

(5)

Appendix B: Exercises and Forms

158

(29)

References

187

(4)

Index

191

(4)

About the Author

195

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Negotiating and Influencing Skills The Art of Creating and Claiming Value

Summary

Table of Contents

Supplemental Materials