Practical Negotiating: Tools, Tactics & Techniques

242 Pages·2007·2.51 MB·English

by  Tom Gosselin

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PRACTICAL
Tools, Tactics, & Techniques
NEGOTIATING
Tom Gosselin
John Wiley & Sons, Inc.
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Praise for
Practical Negotiating:
Tools, Tactics, and Techniques
“Practical Negotiating is an innovative, resourceful, and—as its name im-
plies—practical guide to the art and science of negotiating. Unlike many
books on negotiating, which are filled with theories and anecdotes, this
one is rich with examples, tactics, and tips, which makes it theindispensa-
ble book when you are going into any negotiation.”
Terry R. Bacon
President, Lore International Institute and author of What People
Want: A Manager’s Guide to Building Relationships That Work
“There is something in this book for the most experienced negotiator and
the novice. Tom’s no nonsense prescriptions and recommendations will hit
home. Bound to give you some new ideas for the most difficult of negoti-
ating situations. Anyone in the business world will want this great bible of
effective negotiating right near their desk and phone!”
Dr. Beverly Kaye
CEO/Founder: Career Systems International
Coauthor, Love ‘Em or Lose ’Em: Getting Good People to Stay
“Gosselin has written a thoughtful, engaging, and practical guide on a
topic of increasing importance to leaders and organizations. There is
something here for anyone who wants to learn how to deal more effec-
tively with the inevitable conflicts that occur in working with clients, cus-
tomers, and colleagues.”
Peter Cairo, PhD
Partner, Mercer Delta Consulting
Coauthor, Why CEOs Failand Head, Heart, & Guts
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“Forget the image of negotiation being a battlefield. Tom guides you in
the development of a road map so both sides become winners and leave the
table victorious. Tom’s writing is just like his training—clear, concise, and
practical. You can apply the process immediately. A handbook for life.
Practical, thoughtful, insightful.”
Steven Myers
Manager, Lighting Education and Sales Training
Philips Lighting Company
“Skip the workshops and buy Practical Negotiating. After field-testing the
content through decades of experience, Gosselin has packed this useful
book with processes that work and great questions and worksheets that
force the material to become real and personal. Practical Negotiating will
change your thinking about negotiating, and more importantly, will
change your behavior. Highly recommended.”
Steve Hopkins
Publisher, Executive Times
“Tom is a most articulate and engaging businessman, and this, coupled with a
keen intellect and sharp observation of behavior (and a great sense of humor!)
make this a ‘must read.’ His deep understanding of effective models of negoti-
ation, and their practical application make him one of the leaders in this field.”
Keith G. Slater
Past Director of International Development, Ingersoll Rand
“The best and most comprehensive description of the negotiation process
that I have seen. Clearly written, plenty of pertinent real-life examples,
and applicable to any negotiating situation.”
David E. Berlew, PhD
Former faculty member, Sloan School of Management, MIT
Cofounder and CEO of McBer & Company (now Hay-McBer)
and Situation Management Systems, Inc.
Former CEO of Rath and Strong, Inc.
“This book is aptly titled as it provides the practical “how to” for planning
and executing effective negotiations. It’s rich with examples, exercises, and
reusable tools.”
Dr. Rita Smith
Dean, Ingersoll Rand University
Board Member, ASTD
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PRACTICAL
Tools, Tactics, & Techniques
NEGOTIATING
Tom Gosselin
John Wiley & Sons, Inc.
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Copyright © 2007 by Tom Gosselin. All rights reserved.
Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
Published simultaneously in Canada.
Wiley Bicentennial Logo: Richard J. Pacifico
No part of this publication may be reproduced, stored in a retrieval system, or transmitted
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best efforts in preparing this book, they make no representations or warranties with respect
to the accuracy or completeness of the contents of this book and specifically disclaim any
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Library of Congress Cataloging-in-Publication Data:
Gosselin, Tom, 1948-
Practical negotiating : tools, tactics & techniques / Tom Gosselin.
p. cm.
Includes bibliographical references.
ISBN 978-0-470-13485-6 (cloth)
1. Negotiation in business. 2. Negotiation. I. Title.
HD58.6.G665 2007
658.4'052—dc22
2007000457
Printed in the United States of America.
10 9 8 7 6 5 4 3 2 1
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To Renee, Cameron, and Travis for their love and support.
And to Fred A. Beaty, my wonderful father-in-law
who taught all of them how to negotiate.
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Contents
Acknowledgments xi
1 The Need for Negotiation 1
Conflict in Our Lives 2
Process of Exchange 7
Introduction to Planning and Executing the Negotiation 11
Audience for Practical Negotiating 14
SECTION ONE: PLANNING THE NEGOTIATION
2 Wants and Needs 19
Win-Win Agreements 20
Wants versus Needs 21
Case Analysis 29
Practical Application 32
3 Setting Objectives and Determining Positions 33
Needs and Objectives 34
Creating a Needs/Objectives Matrix 34
Determining Position and Settlement Range 37
Practical Application 40
4 Currencies and Concessions 43
Currencies of Exchange 44
Concessions 51
Making Positive Exchanges 56
Practical Application 59
5 Power in Negotiation 61
The Paradox of Power 62
The Rule of Power in Negotiation 63
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CONTENTS
Practical Application 71
Case Analysis 77
Practical Negotiating: Planning Guide—Part 1 77
SECTION TWO: EXECUTING THE NEGOTIATION
6 Negotiation Model: Stages with Critical Tasks 85
Stages: The Negotiation Process Road Map 86
Practical Application 97
7 Negotiating Styles and Key Skills 99
The Difference between Negotiation Styles and Skills 100
Choosing the Best Overall Approach 101
Negotiation Styles 102
Key Skills 109
Practical Application 118
8 Win-Win Tactics 119
Tactics Defined 120
Win-Win Tactics 121
Practical Application 139
9 Adversarial Tactics and Countertactics 141
Adversarial Tactics 142
Practical Application 153
10 Tactical Orientation 155
How to Determine Your Tactical Orientation 156
Tactical Orientation Continuum 158
Practical Application 164
11 Special Negotiation Situations 167
Negotiating in Buy and Sell Situations 168
Internal Negotiations 170
Negotiating with Your Boss 174
Team Negotiations 184
Practical Application 187
12 Putting It All Together 193
Practical Negotiating: Planning Guide—Annotated 194
Conclusion 204
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