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Table of Contents
Intro
Preface
Another Negotiation Book - Why?
On the Genesis of the Book
The Elite as Role Model
The Aim of This Book
Practice and Theory
Warning
Note of Thanks
References
Contents
1: Definition, Structure, Preparation
1.1 Definition of Negotiation
1.2 Structure
1.3 Preparation
1.4 Fast Track
References
2: Seven Tasks of the Decision Maker
2.1 First Set Up Your Team (DM Task No. 1)
2.1.1 Decision Maker
2.1.2 Primary Negotiator
2.1.3 Secondary Negotiator
2.1.4 Bad Guys
2.1.5 Experts
2.1.6 Team Spirit
2.1.7 Three Basic Models for Practice
2.1.8 Write a Team Mail
2.1.9 Summary
2.2 Deal with Your Options (DM Task No. 2)
2.2.1 Definition and Benefits
2.2.2 Start with Your Professional Options Mind Set
2.2.3 Continue with the "Active Analysis" of Your Options
2.2.4 Remain Realistic: "Safe Options" or "Possible Options"?
2.2.5 Consider the Window of Opportunity
2.2.6 Summary
2.3 Develop Your Positions (DM Task No. 3)
2.3.1 Step 1: Build Your Position Foundation
2.3.1.1 Analyze the Standard Topics
2.3.1.2 Analyze the Standard Positions
2.3.1.3 Create a "Position Checklist"
2.3.2 Step 2: Analyze Your Own Situation
2.3.2.1 World-Check
2.3.2.2 Leverage-Check
2.3.2.3 Options-Check
2.3.2.4 Overconfidence-Check
2.3.3 Step 3: Develop Your Individual Positions
2.3.3.1 Decide on Your Target Positions
2.3.3.2 Decide on Your Starting Positions
2.3.3.3 Set Aside Your Stop Positions
2.3.4 Work on Your Position Mind Set
2.3.5 Summary
2.3.6 Summary "Mission Development"
2.4 Learn: Constantly Evaluate the Current Information at Any Given Time (DM Task No. 4)
2.4.1 Step 1: Ignore the Positions Communicated by the Partner
2.4.2 Step 2: Analyze the Partner Team
2.4.2.1 Identify the Decision Maker of the Partner Team
2.4.2.2 Let Your Negotiator Negotiate with the Decision Maker
2.4.2.3 Identify the Primary Negotiator of the Partner Team
2.4.2.4 Take into Account the Diversity of Interests
2.4.3 Step 3: Analyze the Situation(s)
2.4.3.1 World-Check
2.4.3.2 Leverage-Check
2.4.3.3 Options-Check
2.4.3.4 Overconfidence-Check
2.4.4 Step 4: Interpret the Partner Positions
2.4.5 Step 5: Clarify the Real Content of the Partner Positions
2.4.5.1 Clarify the Real Content of the Special Dummy Item "Yes"
2.4.5.2 Clarify the Real Content of the Special Dummy Item "No"
2.4.6 Step 6: Define the Individual Conflicts
2.4.7 Step 7: Analyze Your Own Situation
2.4.8 Summary Learn
2.5 Adapt: Determine the Strategies and Positions (DM Task No. 5)
2.5.1 Address the Five Conflict Strategies
2.5.2 Always Start with Professional Confrontation
2.5.3 Decide on a Conflict Strategy Again After the OP List Is Available
Preface
Another Negotiation Book - Why?
On the Genesis of the Book
The Elite as Role Model
The Aim of This Book
Practice and Theory
Warning
Note of Thanks
References
Contents
1: Definition, Structure, Preparation
1.1 Definition of Negotiation
1.2 Structure
1.3 Preparation
1.4 Fast Track
References
2: Seven Tasks of the Decision Maker
2.1 First Set Up Your Team (DM Task No. 1)
2.1.1 Decision Maker
2.1.2 Primary Negotiator
2.1.3 Secondary Negotiator
2.1.4 Bad Guys
2.1.5 Experts
2.1.6 Team Spirit
2.1.7 Three Basic Models for Practice
2.1.8 Write a Team Mail
2.1.9 Summary
2.2 Deal with Your Options (DM Task No. 2)
2.2.1 Definition and Benefits
2.2.2 Start with Your Professional Options Mind Set
2.2.3 Continue with the "Active Analysis" of Your Options
2.2.4 Remain Realistic: "Safe Options" or "Possible Options"?
2.2.5 Consider the Window of Opportunity
2.2.6 Summary
2.3 Develop Your Positions (DM Task No. 3)
2.3.1 Step 1: Build Your Position Foundation
2.3.1.1 Analyze the Standard Topics
2.3.1.2 Analyze the Standard Positions
2.3.1.3 Create a "Position Checklist"
2.3.2 Step 2: Analyze Your Own Situation
2.3.2.1 World-Check
2.3.2.2 Leverage-Check
2.3.2.3 Options-Check
2.3.2.4 Overconfidence-Check
2.3.3 Step 3: Develop Your Individual Positions
2.3.3.1 Decide on Your Target Positions
2.3.3.2 Decide on Your Starting Positions
2.3.3.3 Set Aside Your Stop Positions
2.3.4 Work on Your Position Mind Set
2.3.5 Summary
2.3.6 Summary "Mission Development"
2.4 Learn: Constantly Evaluate the Current Information at Any Given Time (DM Task No. 4)
2.4.1 Step 1: Ignore the Positions Communicated by the Partner
2.4.2 Step 2: Analyze the Partner Team
2.4.2.1 Identify the Decision Maker of the Partner Team
2.4.2.2 Let Your Negotiator Negotiate with the Decision Maker
2.4.2.3 Identify the Primary Negotiator of the Partner Team
2.4.2.4 Take into Account the Diversity of Interests
2.4.3 Step 3: Analyze the Situation(s)
2.4.3.1 World-Check
2.4.3.2 Leverage-Check
2.4.3.3 Options-Check
2.4.3.4 Overconfidence-Check
2.4.4 Step 4: Interpret the Partner Positions
2.4.5 Step 5: Clarify the Real Content of the Partner Positions
2.4.5.1 Clarify the Real Content of the Special Dummy Item "Yes"
2.4.5.2 Clarify the Real Content of the Special Dummy Item "No"
2.4.6 Step 6: Define the Individual Conflicts
2.4.7 Step 7: Analyze Your Own Situation
2.4.8 Summary Learn
2.5 Adapt: Determine the Strategies and Positions (DM Task No. 5)
2.5.1 Address the Five Conflict Strategies
2.5.2 Always Start with Professional Confrontation
2.5.3 Decide on a Conflict Strategy Again After the OP List Is Available