Contents

Introduction

1 Overview

What is negotiation?

When does negotiation happen?

Why learn negotiation?

The key negotiation skills

About this book

2 Preparing to negotiate

Outcomes

Goals

Outcomes and goals

How many issues?

Context

External standards

One side, many goals

Know your bottom line

Know your BATNA

Leverage and threats

Real life: Celltech resort to their BATNA

Distributive and integrative negotiations

Win/win and win/lose outcomes

Making tracks for leverage

Negotiation styles

Which style?

Gender differences

Cultural differences

Body language

3 Co-operative tactics

Firm foundations

Difficult problems, not difficult people

Listening

Space and distance

Uncover goals and preferences

Real life: Goals and persuasion in Bilbao

Generating options

Building a common reality

Persuasion

The pitfalls of co-operation

4 Aggressive tactics

Ultimatums

Anger

Good cop, bad cop

Inertia

Consistency traps

Information and deception

Distraction

Aggressive negotiation

Giving up

The pitfalls of aggression

5 Negotiation psychology

The bargaining zone

The endowment effect

Framing effects

Gains and losses

Prospect theory

Fixed pie assumptions

Escalation of commitment

Sunk costs

Fairness

6 Closure

Getting back on track

Managing difference

Reaching agreement

Getting commitment

Improving the deal

Preparing for the future

Negotiation as a strategic skill

Contacts