Advanced Negotiation Techniques

  • 3h 6m
  • Alan McCarthy, Steve Hay
  • Apress
  • 2015

Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives.

For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether—for instance, in such areas as international diplomatic services, including hostage and kidnap situations.

As you’ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn:

  • The ten golden rules for successful negotiations
  • How to handle conflicts with your negotiating partners
  • What hostage and kidnapping negotiations can teach managers negotiating in business settings
  • How to ensure both sides perceive any agreement as a "win"
  • Achieve higher-profit deals in difficult circumstances

In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life.

What you’ll learn

  • How to break negotiation deadlocks
  • The five phases of a negotiation and how to prepare for each
  • How to keep emotion at arm’s length during a negotiation
  • A strategic framework for negotiation
  • How to practice for a negotiation

About the Authors

Steve Hay has been an associate of RDC since Alan McCarthy founded the company in 1987. He is a commercially oriented accountant with a proven record of success in risk management and across a variety of projects and roles in banking, governance, audit, and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefited from his track record of driving value creation through continuous improvement and change management, dealing with negotiation, outsourcing, cultural leadership, development and motivation of teams, and helping many senior managers to build successful careers.

Alan McCarth founded the Resource Development Centre in 1987 and began training, developing, and consulting in sales-related subjects: relationship selling, negotiating, target account management, and sales team direction. For the past 15 years, Alan has focused on training, developing and coaching experienced sales teams and their executives. He has conducted over 530 assignments in 30 countries plus 20 of the American states. Alan has a refreshingly realistic style of delivery and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in competitive selling strategies for high value sales propositions has resulted in his clients winning hundreds of millions of dollars of business, in highly competitive arenas. Alan excels in his chosen profession and continues to deliver successful programs to a wide variety of clients including Microsoft, Oracle, BT, and Siemens plus a large number of smaller companies in a variety of industries.

In this Book

  • Advanced Negotiation Techniques
  • Introduction
  • Our Philosophy of Negotiation
  • Strategies for Resolving Conflict
  • Our Four Negotiation Mantras
  • Overview of the Five Phases of Negotiation
  • Ten Golden Rules for Successful Negotiation
  • Negotiation Planning in Practice
  • The RDC Ten-Point Plan
  • Negotiating for a Super-Win
  • Detailed Proposal Design (The Jellyfish)
  • Breaking a Negotiation Deadlock
  • Cross-Cultural Issues in Negotiation
  • Hostage Negotiation Perspective
  • Diplomatic Negotiation Perspective
  • The Physical Arrangements
  • Strategic Framework for Negotiation
  • Summary and Conclusion
  • Negotiating Styles
  • Negotiation Influence Behaviors


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