Negotiation Skills in 7 Simple Steps


Negotiation Skills in 7 Simple Steps 
Author Clare Dignall
Title Negotiation Skills in 7 Simple Steps
Category Communication,Strategic HR
0007507216 / 978-0007507214  
Publisher HarperCollins UK
Country UK
Published 01-Sep-2014
No of Pages 144

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A relatively small and easy book to read in order to understand and implement the basic methods of the negotiations.

We negotiate all day, every day, from the time we wake up until the time we go back to sleep. With our family, friends, colleagues, shareholders and the list goes on. But where do you start if you’re up against people or organizations with conflicting objectives? Getting what you want requires determination and tact. You need to be assertive but know how and when to compromise.

The 7 steps help you refine your persuasive skills through verbal and non-verbal communication. They show you how to identify and understand the key issues, distinguish between needs and interests and come to an agreement that benefits everyone.

According to the book there are 7 steps for the negotiation method.

The first step is understanding the negotiation methods. In this step the writer gives emphasis to the ways that you can negotiate to invest in relationships and not to damage them. To recognize how frequently we negotiate in everyday life (both at home and in the office) and the skills gained .How to recognize when its good time to negotiate, what you want to gain from the negotiation and how to identify what you can give to achieve results.

The second step is to prepare your strategy. It explains you how to create a flexible and researched negotiation strategy to make it realistic and informed. How to make an informed guess about the other’s party strategy. To dress appropriately and comfortably and make a positive and friendly appearance when you arrive is vital part of the preparation.

The third step is to take control in the early stages. It provides information on how to learn which stage of the negotiation you are in, be full and honest about your objectives, and listen carefully to the opposite party. Also explains how to use positive vocabulary to underpin a positive attitude.

The forth step is to propose, bargain and agree. It emphasizes on the shared benefits of proposals.For maximum persuaviness the writer proposes that we should rehearse our initial proposal. It explains the basic rules of bargaining and always we should confirm what we have agreed on as we go.

The fifth step is to find the win - win window. Negotiations should be separated from the relationships involved. This can be achieved by being assertive and not aggressive, be polite and respect the feelings of the other party.

The sixth step explains how to deal with difficult moments. Interpreting the body language is significant in understanding their behavior and to take control if you are being rushed or stalled. You might need to walk away from the negotiations and postpone it.

The seventh and last step is how to close the deal. It gives information on how to best navigate the agree stage and to deal with last minute problems. If a problem persist you can use the last resort tactics and ensure commitment to the deal. Lastly explains how to restore the relationships after the negotiations and how to review your performance during this process.

On the end of each step, you can find the key take - away notes and you can write down in a practical form the things you will take away and how you will implement them in the future.


Contributed by: Areti Papadopoulou