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4. CONCLUSION
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4. CONCLUSION
by Melanie Billings-Yun
Beyond Dealmaking: Five Steps to Negotiating Profitable Relationships
Copyright
Preface
Introduction
Negotiating Relationships
Taking the Fear out of Negotiation
Organization of the Book
1. WHY RELATIONSHIPS MATTER
1. THE GOAL IS NOT A GOOD DEAL, BUT A GOOD OUTCOME
1.1. Short-Term Fixation, Long-Term Loss
1.2. Deals Versus Relationships
1.3. Rules of Relationship
1.3.1. Respect, Friendliness, and Liking
1.3.2. Fairness
1.3.3. Honest, Open, and Positive Communication
1.3.4. Care and Concern
1.3.5. Empathy and Understanding
1.3.6. Collaborative Efforts Toward Mutual Success
1.3.7. Reciprocity
1.3.8. Open-Mindedness and Adaptability
1.3.9. Commitment
1.3.10. Dependability
1.4. Why Go to All This Trouble?
2. EVEN MONKEYS DEMAND FAIRNESS
2.1. What Is Fairness?
2.2. Process Fairness
2.3. Equity
2.4. Conclusion
3. THE POWER OF US
3.1. Increasing Understanding
3.2. Building Trust
3.3. Maximizing Value
3.4. Reducing Resistance and Gaining Acceptance
3.5. Looking Beyond the Deal
2. THE MIND OF THE NEGOTIATOR
4. THE FOUR PILLARS OF RELATIONSHIP NEGOTIATION
4.1. The Four Pillars
4.1.1. First Pillar: Build a Productive Relationship
4.1.2. Second Pillar: Pursue Outcomes, Not Points
4.1.3. Third Pillar: Search for Solutions, Not Victory
4.2. Fourth Pillar: Focus on Fairness
5. DON'T FEED THE BEARS!
5.1. Lesson One: Feeding Bears Is Self-Destructive
5.2. Lesson Two: Bear-Feeding Damages the Relationship on Both Sides
5.3. Lesson Three: Feeding Bears Creates Bigger Bears
5.4. How to Handle Bears
5.5. Handling Grizzly Bears
5.6. Watch Out for Honey Bears
5.7. Conclusion
6. BE PREPARED
6.1. Understanding
6.2. Anticipating
6.3. Connecting
3. FIVE STEPS TO SUCCESS
7. GOALS-WHAT YOU REALLY WANT
7.1. The First Step
7.2. Goals Give Clarity
7.2.1. Splitting the Difference
7.2.2. Forcing and Appeasing
7.2.3. Missing the Forest for the Trees
7.2.4. The Winning Approach
7.3. Why Do You Want This?
7.4. What Do You Really Want?
7.5. Three Types of Goals
7.5.1. Needs
7.5.2. Desires
7.5.3. Aspirations
7.6. What Do They Really Want?
7.7. Hotel Rate Case Study
7.8. Conclusion
8. ROUTES — HOW TO GET THERE
8.1. Get More of What You Want by Helping Others Get What They Want
8.2. Trading Off Beats Marking Down
8.3. Always Seek to Expand the Pie
8.4. Planning and Presenting Routes
8.5. Hotel Rate Case Study
8.6. Conclusion
9. ARGUMENTS — MAKING YOUR CASE
9.1. Arguments Show Respect
9.2. The Power of "Because"
9.3. Arguments Build Trust
9.4. What Are Acceptable Arguments?
9.5. Eliciting and Challenging Arguments
9.6. Hotel Rate Case Study
9.7. Conclusion
11. PERSUASION — WINNING THEM OVER
11.1. What's in It for Them
11.2. Be Positive
11.2.1. Point Out Gains Rather Than Losses
11.2.2. Rephrase Affirmatively
11.2.3. Reject Intimidating Language
11.3. Stop Talking and Start Listening
11.4. Adapt to Their Communication Style
11.5. Hotel Rate Case Study
11.6. Conclusion
4. CONCLUSION
12. YOU CAN NEGOTIATE!
A. GRASP NEGOTIATION PLANNER
B. POST-NEGOTIATION EVALUATION
Notes
B.1. Introduction
B.2. Chapter One
B.3. Chapter Two
B.4. Chapter Three
B.5. Chapter Four
B.6. Chapter Five
B.7. Chapter Nine
B.8. Chapter Eleven
Acknowledgments
About the Author
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12. YOU CAN NEGOTIATE!
Part 4. CONCLUSION
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