Download Advanced Negotiation Techniques by Steve Hay, Alan McCarthy, John Hay Agent for RDC PDF

By Steve Hay, Alan McCarthy, John Hay Agent for RDC

Advanced Negotiation Techniques presents a wealth of fabric in a profitable blend of functional event and stable examine to provide you a chain of instruments, options, and real-life examples that can assist you in attaining your negotiation pursuits.

For 25 years and throughout forty international locations, the source improvement Centre (RDC), run by means of negotiation specialists Alan McCarthy and Steve Hay, has helped hundreds of thousands of individuals to behavior profitable negotiations of each variety. Many RDC consumers were company pros who've discovered the right way to promote extra effectively. Others have better their purchasing abilities. a number of consumers have utilized the RDC ideas outdoors the company atmosphere altogether—for example, in such parts as overseas diplomatic companies, together with hostage and kidnap events.

As you’ll notice, the RDC philosophy is situated on enterprise ethics and a principled method of negotiation that maximizes the worth of the results for either events. it may possibly even create extra worth that neither celebration may locate in isolation. during this ebook, you'll learn:

  • The ten golden principles for profitable negotiations
  • How to deal with conflicts together with your negotiating partners
  • What hostage and kidnapping negotiations can educate managers negotiating in company settings
  • How to make sure either side understand any contract as a "win"
  • Achieve higher-profit bargains 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 process for making plans and engaging in negotiations that might enable you to and your workforce to accomplish your negotiation goals. this is often an across the world attempted and proven procedure, with many present Blue Chip agencies making use of it day-by-day for an easy cause: the concepts are effortless to enforce and so they paintings. That makes this booklet crucial examining if you are looking to in achieving their targets in any sector of life.

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Extra info for Advanced Negotiation Techniques

Sample text

They may not be on alert for or preconditioned to receive certain types of signal. For example, if you are a salesperson and are conditioned to be looking for an opportunity and you hear somebody say “10 to 12 percent discount,” you are likely to interpret this as an opportunity to sell at a 10 percent discount. On the other hand, if you are a buyer and are conditioned to be looking for the maximum value for money and you hear somebody say “10 to 12 percent discount,” you are likely to interpret this as an offer to sell to you at a 12 percent discount.

Advanced Negotiation Techniques • Offer a choice of two alternative concessions on the condition that this will enable you to now agree on the deal. This is a high-risk closing technique not least because the other party could demand both concessions now that they know you are at least willing to concede either. • Deliver an ultimatum. One example could simply be that this is your final position, take it or leave it. This is a very high-risk closing technique. You can’t be bluffing when you issue such an ultimatum.

As the negotiation progressed, it became clear that the bank was much less focused on a few price percentage points than it was on risk management of the project, the quality of the product, and delivery by specific target dates. It was insistent that its personal and business customers must not be adversely affected by the project. Our client was therefore able to agree on a deal that traded concessions about risk, quality, and delivery for an excellent price. The lessons learned by our client were to talk less, listen more, and watch out for signals—and write down what was said.

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