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Negotiating Success
Cover of Negotiating Success
Negotiating Success
Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want
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How to execute win-win negotiations every time, in business and in life

Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.

  • Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict
  • Spells out the six principles of ethical influence
  • Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training

    Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.

    The EPUB format of this title may not be compatible for use on all handheld devices.

  • How to execute win-win negotiations every time, in business and in life

    Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.

  • Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict
  • Spells out the six principles of ethical influence
  • Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training

    Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.

    The EPUB format of this title may not be compatible for use on all handheld devices.

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    About the Author-
    • JIM HORNICKEL is the cofounder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, management, leadership, communication, and presentation through corporate training. In addition to his role at Bold New Directions, Jim has been an incubator of three businesses, a manager in several industries, and a leader in contract, staff, and labor negotiations.

    Table of Contents-
    • Introduction xi

      I THE PEOPLE IN THE PROCESS 1

      1 Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T. 3

      Mutuality 3

      Proactivity 6

      R.E.S.P.E.C.T 7

      Mutuality, Proactivity, and R.E.S.P.E.C.T. Summary 19

      2 Reviewing Human Fundamentals 23

      False Self and True Self 26

      Centricities 31

      Reviewing Human Fundamentals Summary 33

      3 Expanding Emotional Intelligence 35

      Self-Awareness 37

      Self-Management 44

      Social Awareness 46

      Managing Relationships 50

      Expanding Emotional Intelligence Summary 51

      Case Study 52

      4 Working with Negotiating Styles 54

      Doer—Task-Oriented 61

      Thinker—Task-Oriented 63

      Talker—People-Oriented 65

      Guardian—People-Oriented 67

      Working with Negotiating Styles Summary 69

      Unfolding Case Study 69

      5 Integrating Six Principles of Ethical Influence 72

      The Principle of Reciprocity 73

      The Principle of Liking 77

      The Principle of Social Proof 80

      The Principle of Authority 81

      The Principle of Consistency 84

      The Principle of Scarcity 86

      Integrating the Six Principles of Influence Summary 88

      6 Dissolving Conflict 90

      Code of Conduct 91

      Conflict Escalation 95

      Conflict De-Escalation 95

      Dissolving Conflict Summary 96

      7 Presenting Your Case 98

      Why People Buy 99

      Image, Productivity, and/or Profitability 100

      Numb—Pain—Ready to Act 102

      Reception Challenges 104

      Doer as Presenter 106

      Thinker as Presenter 109

      Talker as Presenter 112

      Guardian as Presenter 114

      Summary of Behavior Styles as Presenters 116

      Setting Direction—4 A’s 117

      Summary of Behavioral Styles 4 A’s Satisfaction Points 123

      Using Your Voice—The 6 P’s 123

      Competence and Confidence 130

      Composed Beginning 130

      Strong Stride 130

      Leader’s Stance 131

      Breathe 132

      Eye Connection 132

      Expressive Face 133

      Body Language and Gestures 134

      Presenting Your Case Summary 135

      II THE NEGOTIATING PROCESS 137

      8 Understanding Negotiation Fundamentals 139

      Negotiation Fundamentals 139

      Assumptions 139

      Information Is Power 142

      Disclosure Establishes Trust 143

      Overly Competitive = Lose-Lose 144

      Trading Value—Concessions 145

      Creative Thinking 148

      Understanding Negotiation Fundamentals Summary 153

      9 Creating Range and Alternatives 155

      Wish 156

      Starting Point 157

      Who Names the Number First? 158

      Bottom Line 159

      BATNA—Best Alternative to a Negotiated Agreement 160

      WATNA—Worst Alternative to a Negotiated Agreement 161

      Creating Range and Alternatives Summary 162

      10 Concretizing “Why,” “What,” and “How” 163

      Why, What, and How 163

      Concretizing Why, What, and How Summary 168

      11 Preparing for Your Session 170

      Uniting Your Team 177

      Preparing for Your Session Summary 179

      12 Discovering All Sides 181

      Discovery Phase 181

      Skills for Use in Discovery 185

      Discovery Phase Summary 203

      13 Checking In Before Moving On 205

      Check-in Phase 205

      Check In Before Moving On Summary 207

      14 Trading for Mutual Gain 209

      Trade Phase 209

      Trading for Mutual Gain Summary 215

      15 Evaluating for Improvement 217

      ...
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      Wiley
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    Negotiating Success
    Negotiating Success
    Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want
    Jim Hornickel
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