Comprehensive guide to mastering negotiation, based on 24 years of research
The Elements of Negotiation provides readers with an easy-to-follow step-by-step approach to becoming exceptional negotiators in both their professional and personal lives. Grounded in 24 years of extensive research, studying the habits and techniques of 35,000 individual negotiators, the 103 steps provide a detailed roadmap for negotiation excellence, covering preparation, execution, and post-negotiation analysis.
Backed by tested science proving the tips' efficacy, The Elements of Negotiation explores a wealth of real-world case studies and examples, with trends and predictions into the future of negotiation, and additional resources and training programs to further improve your negotiation skills. In this book, you'll learn:
How to prepare for negotiations to achieve superior financial outcomes What to say—and not say—during any negotiation, big or small How successful negotiators achieve positive outcomes for both parties Why successful negotiators are usually successful in both their personal and professional lives
With its research-backed approach and the expertise of Keld Jensen, an international authority on negotiation with countless accolades and clients like the Financial Times, Target, Government of Canada, and UCLA, The Elements of Negotiation is an invaluable resource for anyone looking to elevate their negotiation skills.
By:
Keld Jensen
Imprint: John Wiley & Sons Inc
Country of Publication: United States
Dimensions:
Height: 236mm,
Width: 160mm,
Spine: 33mm
Weight: 567g
ISBN: 9781394248285
ISBN 10: 1394248288
Pages: 336
Publication Date: 02 September 2024
Audience:
General/trade
,
ELT Advanced
Format: Hardback
Publisher's Status: Active
Introduction xvii Chapter 1 Nonverbal 1 Chapter 1: Introduction 1 Element 1: Body Language 3 Element 2: Eye Contact 7 Element 3: Gesticulations 8 Element 4: The Role of Voice 10 Element 5: Humor 12 Element 6: Use of Feet 16 Element 7: Image 17 Chapter 2 Knowledge 21 Chapter 2: Introduction 21 Element 8: The Crucial Role of Mathematics 25 Element 9: Negotiating in a Foreign Language 26 Element 10: The Journey of Learning 33 Element 11: Education 35 Element 12: Negotiation Training 37 Element 13: Asymmetric Value 39 Element 14: Subject Matter 43 Element 15: Leveraging AI to Enhance Your Negotiation Skills 44 Chapter 3 Tools 47 Chapter 3: Introduction 47 Element 16: Negotiation Strategy 49 Element 17: Rules of the Game 52 Element 18: Questions 54 Element 19: Openness 60 Element 20: The Hidden Value: NegoEconomics 62 Element 21: Tru$tCurrency 65 Element 22: Strategy Access Matrix (SAM) Model 67 Element 23: Threats 69 Element 24: Activating Several Senses 70 Element 25: Using an Agenda 75 Element 26: Planned Target 77 Element 27: Walking Away 78 Element 28: Team Dynamics 79 Element 29: Division of Roles on the Team 81 Element 30: The Trial Balloon and Highball/Lowball Techniques 83 Element 31: Starting Point, Threshold of Pain, and Target 85 Element 32: Variables 86 Element 33: The Art of Managing Non-Negotiables 89 Element 34: Cross-Cultural Negotiations 91 Element 35: Emotions, Stress, and Personal Chemistry 93 Element 36: Prioritizing Variables: The Key to NegoEconomics 105 Element 37: Listening Skills 107 Element 38: Understanding and Navigating Salami Negotiations 110 Element 39: Mastering Package Negotiation: A Holistic Approach 113 Element 40: Total Cost of Ownership 115 Element 41: Confirming a Mandate 117 Element 42: The Double- Edged Sword of Ultimatums 118 Element 43: Time Out: Embracing Preparation and Patience 120 Element 44: Checklists 122 Element 45: Closing the Deal: Strategies for Effective Negotiation Conclusions 128 Element 46: Working with Summaries 131 Element 47: Anchoring in Negotiation 135 Element 48: Postmortems: Navigating the Aftermath 137 Element 49: Creating a Negotiation Planner 139 Element 50: The Next Best Alternative in Negotiations 142 Element 51: Testing Limits with Respect 145 Chapter 4 Tactics 147 Chapter 4: Introduction 147 Element 52: The Combative Negotiator 149 Element 53: The Concession- Oriented Negotiator 155 Element 54: Compromise in Negotiation: The Delicate Art of Balancing Interests 157 Element 55: Stalling 161 Element 56: The Collaborative Negotiator 164 Chapter 5 Emotions 167 Chapter 5: Introduction 167 Element 57: Argumentations 169 Element 58: Building Rapport with Your Counterpart 172 Element 59: Small Talk 175 Element 60: Positive and Negative Emotions 176 Element 61: Maintaining Emotional Control 179 Element 62: Cheating, Bluffing, and Little White Lies 181 Element 63: Perseverance 183 Element 64: Pacing, Rapport, and Lead 185 Element 65: Likeability in Negotiations: Insights from Research 192 Element 66: Personal Chemistry 194 Element 67: Emotional Intelligence: The Foundation for Effective Negotiation 196 Element 68: Decision- Making and Emotional Biases in Negotiations 199 Chapter 6 Things to Consider 201 Chapter 6: Introduction 201 Element 69: Implementing NegoEconomics 203 Element 70: The Role of Mediators/Facilitators 208 Element 71: The Big Picture 210 Element 72: Typical Skills to Improve 215 Element 73: Navigating the Cosmos of Negotiation: Lessons from John Glenn’s Insight 217 Element 74: Addressing Misunderstandings 219 Element 75: The Total Cost of Ownership (TCO) 221 Element 76: Listening, Summarizing, and Locking (LSL) 224 Element 77: Contingent Contracts 225 Element 78: Post- Negotiation Audit 227 Element 79: Face- to- Face or Virtual Negotiations 229 Element 80: Ability to Anticipate 234 Element 81: Soft vs. Hard Variables 235 Chapter 7 Ultimate Level 237 Chapter 7: Introduction 237 Element 82: The Essence of Negotiation Mastery 239 Element 83: Using Silence Effectively 241 Element 84: Teaching Others 244 Element 85: Expanding the Pie 246 Element 86: Subtext Awareness 248 Element 87: Human Engineering 252 Element 88: Mastering Conflict Resolution Skills 254 Chapter 8 The Foundation 257 Chapter 8: Introduction 257 Element 89: The Love of Negotiation 259 Element 90: Building Trust 260 Element 91: Unleashing Creativity 264 Element 92: Conveying Empathy 266 Element 93: Practicing 269 Element 94: The Nuances of Argumentation 271 Element 95: Adaptability 273 Element 96: Ethical Negotiations 275 Element 97: Choosing a Strategy 278 Element 98: Brainstorming 282 Element 99: Considering Gender 284 Element 100: Making Sure You Get Something in Return 286 Element 101: The Power of Habit 288 Element 102: Reflection: Essential Skills and Behaviors for Becoming an Accomplished Negotiator 289 Element 103: The Choice to Negotiate: Challenging the Obvious 291 Acknowledgments 293 About the Author 295 Index 297
KELD JENSEN is a globally recognized expert in negotiation, trust, and communication. With 26 published books and a readership of over 3 million, Jensen’s insights have shaped the negotiation strategies of countless professionals worldwide. He is a Top Negotiation Voice on LinkedIn, an associated professor at several international universities, on the top 5 Global Gurus negotiation list, and appeared in more than 200 television programs. Keld’s extensive and impressive client list includes Rolls-Royce, PG&E, Microsoft, IKEA, UCLA, DLA Piper, LEGO, UNICEF, several governments, Novo Nordisk, and others.
