By Steve Hay, Alan McCarthy, John Hay Agent for RDC
Advanced Negotiation Techniques offers a wealth of fabric in a profitable mix of useful adventure and stable study to offer you a chain of instruments, options, and real-life examples that can assist you in achieving your negotiation goals.
For 25 years and throughout forty international locations, the source improvement Centre (RDC), run by way of negotiation specialists Alan McCarthy and Steve Hay, has helped millions of individuals to behavior profitable negotiations of each kind. Many RDC consumers were enterprise execs who've realized tips to promote extra effectively. Others have superior their procuring talents. a couple of consumers have utilized the RDC options open air the company setting altogether—for example, in such parts as overseas diplomatic companies, together with hostage and kidnap occasions.
As you’ll realize, the RDC philosophy is headquartered on company ethics and a principled method of negotiation that maximizes the price of the results for either events. it might probably even create extra price that neither get together may well locate in isolation. during this e-book, you'll learn:
- The ten golden ideas for profitable 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 bargains in tricky circumstances
In the enterprise international, negotiating with different businesses, govt officers, or even your colleagues is a truth of lifestyles. Advanced Negotiation Techniques takes you thru a procedure for making plans and accomplishing negotiations that might assist you and your staff to accomplish your negotiation pursuits. this is often an the world over attempted and confirmed technique, with many present Blue Chip firms making use of it day-by-day for an easy cause: the recommendations are effortless to enforce they usually paintings. That makes this ebook crucial studying in case you are looking to in attaining their pursuits in any zone of life.
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Additional info for Advanced Negotiation Techniques
Research indicates that most concessions are made right at the end of the negotiation. If you naively agree, you will probably find that yet another last concession is needed, and so on. In the earlier phases, you should have obtained a comprehensive list of all the genuine interests and elements of the deal. If new issues are coming to light now, you should return to the original list and ask why this new requirement was not mentioned earlier. Treat the new item as you would any negotiable element and decide what it would cost you, what it is worth to the other party, and what you want in return.
The other party may not accept, no matter which closing technique you select. You may need to loop back into a little bit of planning, then more discussion, and perhaps revised proposals until the trade is agreed on. For example, if you are selling, the buyer may say your product is exactly what they want and they would like to do business with you but your price is simply too high. You will want to focus on value rather than price, perhaps by asking whether the budget can be adjusted to take into account the future benefit flows from the deal.
We emphasized the importance of active listening and the willingness to open up about personal circumstances, values, beliefs, and family commitments. We advised our client to start every meeting with some “social time” when they should not expect to talk business until the other party began to move the conversation in that direction. Until then, they should patiently exchange news about the health of family members, the state of the roads, where best to eat, the heroism of the Ghanaian national soccer team, and so on.
Advanced Negotiation Techniques by Steve Hay, Alan McCarthy, John Hay Agent for RDC