Based on the theoretical approach to cooperative negotiating skills developed at the Harvard Project on Negotiation, this book presents a two-step process towards mastery of negotiating and influencing skills. Step one involves the development of skills by means of interactive exercises and step two the application of these negotiating skills which have been carefully constructed to help the reader develop and broaden his or her negotiation style and become more flexible and fluid in approach. Negotiating and Influencing Skills addresses how to negotiate with difficult people and in difficult situations, and covers essential skills such as self-control, empathy and assertion in the negotiating process.
Chapter 4: Principles and Techniques for Creating and Claiming Value
Principles and Techniques for Creating and Claiming Value
This chapter explains the 10 essential differences between effective negotiators and their less effective counterparts. The chapter then introduces you to the critical importance of preparation and muscle level in regard to how much power you need to bring to the negotiating table. Also examined are several techniques to get stalled negotiations back on track. The chapter then examines the strategic role of “frames” in helping you become more persuasive and the critical role of “precedent setting” in the negotiation process.
10 Differences between Effective Negotiators and Their Less Effective Counterparts
The Power of Preparation
As a general rule, the most successful people in the world are those who have the best information.