Developing the Mindset, Skills and Behaviours of Win-Win Negotiators
We all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn a win-lose approach that is only useful in a one-off negotiation where you will never see the other person again. However, such transactions are becoming increasingly rare, because most of us deal with the same people repeatedly – our spouses and children, our friends and colleagues, our customers and clients. In today's interdependent world of business partnerships and long-term relationships, a win-win outcome is fast becoming the only acceptable result.
While we hear much talk about the coveted win-win outcome, this result is actually not common. Most negotiations will never result in a win-win outcome because of certain common negotiation mistakes and misconceptions. The win-lose mindset is so pervasive that it seems natural for many people.
Win-win negotiators value their business and social relationships. They understand that maintaining their winning relationships is just as important as negotiating winning agreements. They consistently achieve win-win results by using a set of win-win negotiating skills and techniques. You too can develop a win-win negotiator's mindset and discover that negotiating can be both fun and rewarding.
1. Setting the Stage
2. The Win-Win Mindset
3. Negotiating Tactics and Counter-tactics
4. Positions, Interests, Currencies and Options
5. Developing and Using Your Plan B
6. Negotiating Power
7. Communication and Relationship Issues
8. Emotions in Negotiation
9. Wrapping Up: Implementation and Post-negotiation Matters
10. More Win-Win Negotiating Wisdom
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