The Negotiation Book (eBook)

Your Definitive Guide to Successful Negotiating

Steve Gates (Autor)

eBook Download: EPUB

2022 | 3. Auflage
John Wiley & Sons (Verlag)
978-0-85708-952-6 (ISBN)

Infos

Become the best negotiator you can be, one manageable step at a time

In the newly updated third edition of The Negotiation Book: Your Definitive Guide to Successful Negotiating, distinguished commercial negotiator Steve Gates delivers a singular and practical guide to the art and science of negotiation. Steve Gates is the founder of the world's leading negotiation consultancy, The Gap Partnership - and the methodology in this book is used by the world's biggest businesses to successfully execute their strategies. The book lays out the behaviours and traits associated with successful negotiation and offers a comprehensive model for how power, process and behaviour can have substantial impacts on your next negotiation. You'll also learn how you can shape these factors to optimise value for yourself, your client or your organisation.

The author shows you how to secure more agreements and realise more value with every agreement you conclude. Through simple, realistic and hands-on advice, you'll improve as a negotiator and apply straightforward techniques to the real-world, dynamic environments in which your negotiations take place. You'll also find:

• Strategies for maintaining a balanced perspective and keeping your ego in check
• Maintaining a focus on the interests and priorities of the other party/parties
• Incremental steps for improving your negotiation ability that are easy to apply and retain

This third edition brings the book firmly into the zeitgeist as it considers the very modern challenges presented to commercial negotiators as a result of an ever-changing world, in which they must navigate technological advancements, the post-Covid reality of virtual negotiation, and the impact of war, Brexit and other macro-economic and political developments that are having far-reaching impacts to business and beyond.

An invaluable roadmap to becoming a Complete Skilled Negotiator, The Negotiation Book is the negotiation playbook that business leaders, lawyers, consultants and other professionals have been waiting for.

Steve Gates is the founder and chairman of The Gap Partnership, the world's leading negotiation consultancy. He has over 25 years of experience supporting global corporations from all business sectors in optimising value from their many and varied negotiations. He is deeply interested in commerce, capitalism and psychology, and their impacts on the success or failure of individual negotiations.

Inhalt

About the Author vii

Acknowledgments ix

Preface -- Context and relevance xi

Chapter 1 - So You Think You Can Negotiate? 1

Chapter 2 - Virtual Negotiating 17

Chapter 3 - The Negotiation Clock Face 23

Chapter 4 - Why Power Matters 43

Chapter 5 - Time - The Distinct Advantage 65

Chapter 6 - The Ten Negotiation Traits 85

Chapter 7 - The 14 Behaviors that Make the Difference 101

Chapter 8 - The "E" Factor 135

Chapter 9 - Authority and Empowerment 163

Chapter 10 - Tactics and Values 183

Chapter 11 - Planning and Preparation That Helps You to Build Value 211

Final Thoughts 245

About The Gap Partnership 247

Index 249

Textauszug

Preface — Context and relevance

I thought I would find you here. But why here? Why now? Well, if you want to save the world, you are going to have to negotiate with someone. If you want to be a millionaire or even a billionaire, you are going to have to negotiate with a lot of people. If you want to stay in a relationship, there will be times when you will need to concede or even capitulate so negotiation will definitely come into play. Do you want a pay rise? Do you want to start a business? Do you want to optimize an enterprise? Do you want to stay married, even get married?! Guess what?

Yes, negotiation is fundamental to your life and those around you. The way you distribute, create, protect, resolve, and manage anything of value and every minute you invest in you, becoming a better negotiator will pay back, throughout your life. It's an activity that many avoid at all costs. The prospect of perceived conflict of positions or interests and the discomfort that come from it is hardly appealing as a “fun pass time.” My passion for this skill remains because it is central to the viability of every business, your business. Negotiated agreements go beyond viability or profitability. The way you identify and engage with the opportunities to negotiate can set the culture for how your business does business, contracts with others, and defines the types of client or supplier relationships you have. It has delivered peace in war, resolved bedtime tantrums with our children, helped avoid millions of court cases, and has probably helped save a few marriages along the way too. It can deliver immeasurable benefits, although we always like to measure them, for you or those you represent, your family, your business, your charity, and yourself. So yes, it's worth the effort. In the end, the outcomes determine viability or insolvency, profit‐making or loss, growth or decline, certainty or ambiguity, fear or confidence.

If you buy or sell services, products, ingredients, components, platforms, solutions, licenses, accommodations, consumables, or raw materials you can and should negotiate your agreements.

Great negotiators often go unnoticed. So if you want recognition or gratification, it is not the place for you. Negotiators are not interested in winning or glory, which can be rather challenging when you, as I, have an ego that from time to time needs satisfying. It requires a state of mind, a patience, a tenacity that is motivated by curiosity rather than competitiveness, that simply wants to optimize value and opportunity.

As a great negotiator you recognize that the return on time invested is dramatic, perhaps in relationships, time saved, risk reduced, profit made, or even dilemmas resolved. No other skill offers so much value in return for competent performance. But it can take time in planning, preparation, and alignment with others. It takes patience in that nothing is agreed until everything is agreed and there may be lots to agree or negotiate around. In other words, it may not be quick, is rarely easy, and is often stressful. Are you still in?

The most valuable resource on this earth is your mind. My aim here is to help you make the most of life through the agreements you reach. For this to happen we need to open your mind to what really goes on in negotiation and how you can navigate the array of opportunities you will face.

So, why a third edition and what could have possibly changed when not much has changed about negotiation in the past 5000 years or so? The answer is: A lot. The acceleration of change and disruption on a global scale has meant that if this account of negotiation is to provide you with a way of negotiating, it should be relevant and provided with context. I dedicate this version of The Negotiation Book to the concept of CHANGE. Wherever there is change, there is a need to negotiate or re‐negotiate, and in your life, where you finish up with your agreements will either move you on or hold you back.

The desire for convenience and instant gratification driven by 24/7 media and apps that will deliver you just about any service, are conditioning us to expect events to be quick and convenient. The world is moving faster fueled by technology and innovations. Time in negotiation has always been important but given the prevalence of change and the implication of time, I have dedicated a whole new chapter to Time and its central psychological influence on all negotiations.

Working practices have changed involving more remote, virtual negotiations being conducted. The 2020s is an environment presenting new dynamics to relationships, trust, accessibility, opportunity, and vulnerabilities. Therefore, I have dedicated Chapter 2, “Virtual Negotiations” as the attributes of The Complete Skilled Negotiator are not restricted to the meeting room.

So, why this third edition? Think back only six or seven years. In that time, social media has accelerated to become the primary marketing platform used from multi‐national corporations to one‐person start‐up businesses. We now live in a world in which a small group of influencers can make or break your brand. A world where big tech is as influential in supporting or restricting social attitudes as are governments. Social pressure groups have literally changed political priorities and social values in the west resulting in equality, diversity, mental health issues, and well‐being agendas, which have accelerated in certain parts of the world. So, the media has changed, communication has changed, as a result, personal relationships have become weaker, and trust as a glue for negotiation is challenged. Yet in many areas, dependencies have grown stronger as the world of “subscription‐based relationships” serves to fuel the multiple value placed on many businesses.

There is massive momentum from globalization to nationalization or at least the deceleration of globalization affecting workforces, logistics, and supply chains leading to inflationary pressures and ultimately, the increase in the cost of money.

A global pandemic, which has challenged working practices; virtual communication involving Zoom, Teams, Google; and dozens of others. Zoom had over 300 million meeting participants per day in 2020 (Source: Business of apps). Google Meet had over 100 million daily meeting participants in 2020 (Source: TheVerge). Microsoft Teams had 75 million active daily users in 2020 (Source: Windows Central Flexible).

We have enjoyed over the past 10 years in the west ultra‐low interest rates, cheap money, trillions of dollars, euros, and pounds being printed as part of government quantitative easing programs resulting in a surge in stock values followed by inflation, lower growth, and a different backdrop against which to conduct business.

The emergence of Crypto currencies adds a further challenge to governments and banks around how to protect the integrity of the global banking system.

We have witnessed the acceleration of sustainability as a corporate priority. Global warming has now grown into a priority for how people lead their lives to how organizations deliver on their carbon neutral commitments to the growth in recycling, energy generation, and electric EV motors.

We have started to witness the material implications of efficiency through robotics and AI technology. So much change in the world and at such a pace further highlights a one‐size‐fits‐all‐way of negotiating that cannot work. We have even experienced war in Europe that has had a direct impact on economies, politics, and food and energy prices, which in turn has resulted in the need for even more negotiations with new partners.

None of these challenges, priorities, or innovations can be delivered without the alignment of interests of those who can make them happen. In other words, none will happen without building agreements to change, commitments, and action. The things which we thought were important before may have changed, the way you negotiate and with whom you negotiate may have changed at a pace never before experienced. So, it's time to reassess what it will mean for you and how I can help you become the Complete Skilled Negotiator in “today’s world.”

Of course, we still need homes, schools, cars, roads, planes, airports, ships, TVs, computers, and millions of other physical objects. Every industry continues to make the things we need to keep our communities operating. It is the working practices, the flexibility, the risks, the software, the financing, and the partnerships which are changing and are bringing with them the need to incorporate more complex ways of managing relationships and negotiations.

I've taken a fresh look at some of these agreements and how you can gain commitments to better deals. Technology is changing what is possible, what is expected, and what is traded, which is providing a new mix of variables featured in all types of agreements. Following the pandemic, even more negotiations are being conducted through multiple forms of communication. Virtual negotiations are becoming more common than face‐to‐face. With it, there are implications around time, trust, and the ability to negotiate collaboratively.

In this edition I have set out to challenge you with an insight into negotiation from a practitioner's perspective. It cannot be prescriptive because negotiations are by nature dynamic. I will help you to acquire better deals by being aware of what negotiating different deals involves and what it will do to you. Yes, do to you, and if you are not aware of this, you cannot...

Produkt-Details

• Erscheint lt. Verlag: 2.12.2022
• Sprache: englisch
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management
• Schlagworte: ask for more • ask more questions • batna • best alternative to negotiated agreement • Business & Management • Management • Mediation • mediation tools • negotiation behaviour • negotiation guide • negotiation position • negotiation power • negotiation workbook • successful negotiation • Verhandeln • Wirtschaft u. Management
• ISBN-10: 0-85708-952-8 / 0857089528
• ISBN-13: 978-0-85708-952-6 / 9780857089526