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

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

Advanced Negotiation Techniques offers a wealth of fabric in a successful mix of functional event and stable study to offer you a chain of instruments, thoughts, and real-life examples that can assist you in attaining your negotiation pursuits.

For 25 years and throughout forty nations, the source improvement Centre (RDC), run through 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 enterprise pros who've realized tips to promote extra effectively. Others have more suitable their procuring abilities. a number of consumers have utilized the RDC ideas open air the company surroundings altogether—for example, in such parts as overseas diplomatic prone, together with hostage and kidnap occasions.

As you’ll detect, the RDC philosophy is founded on company ethics and a principled method of negotiation that maximizes the worth of the results for either events. it may well even create extra worth that neither get together may locate in isolation. during this ebook, you are going to learn:

  • The ten golden principles for winning negotiations
  • How to address conflicts together with your negotiating partners
  • What hostage and kidnapping negotiations can educate managers negotiating in enterprise settings
  • How to make sure either 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 existence. Advanced Negotiation Techniques takes you thru a process for making plans and accomplishing negotiations that might help you and your crew to accomplish your negotiation goals. this is often an across the world attempted and established procedure, with many present Blue Chip businesses making use of it day-by-day for an easy cause: the ideas are effortless to enforce they usually paintings. That makes this publication crucial analyzing when you are looking to in achieving their ambitions in any sector of life.

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Extra resources for Advanced Negotiation Techniques

Sample text

They haven’t said they always ask for the money up front or that the only way they can deal with this is by having the money up front. This could be a signal that they may be prepared to move away from their standard terms 27 28 Chapter 4 | Overview of the Five Phases of Negotiation if you are willing to change some key element such as price, specification, currency, liability, and so on. However, they are choosing their words carefully so that they are not lying, but they are trying to give you the impression that they have little flexibility on this deal.

If you have rushed through any previous phases, the other party may still hesitate at this final step, but if you have closed in a professional manner, they should be pleased to sign on the dotted line. Even with a deal that been duly signed and sealed, it may still have to be delivered. This calls for sustained commitment after the negotiation. Sometimes there is a perception by people who were not directly involved in the deal that the negotiators have let down their respective organization by agreeing to elements and timescales that they feel are unrealistic.

At the same time, there were rumors in the industry that the Italian company may have landed a couple of new long-term contracts for their products. K. supplier suggested a significant discount simply to get the business— there was no associated condition or concession. This is what we would call a free gift, which in this case became just the start of a downward discount Advanced Negotiation Techniques spiral because each year the Italian company expected to get a bigger discount. K. supplier tried to make savings to compensate for declining margins, and this created some problems with delivery, documentation, and support.

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