How to Master Negotiation

Chapter 1: Issue: Preparing to prepare, while preparing the preparation...where do you start? Focus: A route map to begin to prepare for a negotiation
Chapter 2: Issue: I know what I want, so why can't you just give it to me? Focus: Identifying positions and interests
Chapter 3: Issue: I could easily walk away from the negotiation...but then what? Focus: Identifying your BATNA/WATNA when preparing
Chapter 4: Issue: Why should I collaborate when you are so aggressive? Focus: How to prepare to move from your preferred style to adopting an effective strategy
Chapter 5: Issue: I get so mad when I have to negotiate with those people...but it doesn't impact on my negotiation approach...or does it? Focus: Preparing to managing emotion while you negotiate individuals to respond to the emotions displayed, during the negotiation
Chapter 6: Issue: I just get a bad feeling when I speak to them...so I had better be careful. Focus: The impact of trust in negotiation
Chapter 7: Issue: Perhaps if I just avoid having the conversation won't it just go away? Focus: Recognising the need to have a difficult negotiation conversation with appropriately.
Chapter 8: Issue: Of course I am a team player...they end up seeing my way...eventually! Focus: How to prepare your team for a negotiation
Chapter 9: Issue: I am sure I will figure out what to say...I am used to winging it. Focus: Recognising the need to prepare and practise an effective opening
Chapter 10: Issue: I am just not a numbers person...I let someone else in my team handle that. Focus: How to work with numbers so that you feel in control discussed.
Chapter 11: Issue: Why can't we just get to the point...just so much time is wasted? Focus: Preparing yourself for the 'negotiation dance'.
Chapter 12: Issue: Planning for spontaneity? How can I make it different? Focus: Keep a conversation on the same tracks can sometimes be a route to nowhere.
Conclusion.