Negotiation Basics

Concepts, Skills, and Exercises

Ralph A. Johnson

• Publisher: SAGE Publications, Inc
• Year: 1992
• Print ISBN:
  9780803940529
• Edition: 1
• eBook ISBN:
  9781452245942
• Topic: Languages & Linguistics
• Subtopic: Communication Studies
• Index: Languages & Linguistics

It is a very practical book aiming to describe various ways of negotiating. . . . The author?s use of a conversational style makes for easy reading. . . . A useful and light book which serves as an introduction to the area. --Counselling at Work "Although the book?s format makes it of particular interest to teachers thinking about a possible text to assign for a semester-length general course in negotiation, the average reader may also enjoy this blend of theoretical and practical perspectives." --Negotiation Journal How does negotiation work? What are the options and procedures for a thorough negotiation? What problems and deficiencies does one encounter in negotiation? How can skill-building be integrated for a successful negotiation? To answer these and other questions, Negotiation Basics presents both theoretical and practical perspectives that enable readers to develop the skills necessary for individual and group negotiating situations. Utilizing a unique theory-into-practice technique, each chapter introduces and discusses an essential negotiating concept--concepts that connect to a related skill, and integrates exercises throughout the chapters. Thus, each chapter provides readers with the opportunity to practice the newly acquired skills. Topics examined include steps necessary for goal building, role of information in negotiations, hidden and incidental "costs," popular strategies, role of the agent, and reasons why negotiations fail. This unique and illuminating volume is a welcome addition for business and management courses, service organizations, labor studies programs, education and communication departments, and conflict resolution programs.

Table of contents

• Cover
• Contents
• Acknowledgments
• Introduction
• Chapter 1 - Transforming Problems Into Negotiating Opportunities
• Identifying Negotiation Opportunities
• Make Agreement the Goal of the Parties
• Confront the Desire to Harm or Destroy
• Negotiate With Those Who Have the Power to Reach an Agreement
• Determine What Is Negotiable
• Build Power to Confront a Strong Opposing Party
• Transforming Obstacles Into Negotiating Opportunities
• Improving Perception
• Exercise Guide
• Chapter 2 - Identifying and Pursuing Useful Negotiating Goals
• Define the Negotiating Situation or Problem
• History and Previous Attempts at Resolution
• Picture the Best Imaginable Deal and the Worst Acceptable Deal
• Identify the Supporters and Opponents
• Estimate the Alternatives to an Agreement
• Listening Actively
• Exercise Guide
• Chapter 3 - Finding and Using Information
• Using Information
• Using Questions More Effectively
• Exercise Guide
• Chapter 4 - Making Cost-Benefit Decisions
• Cost of Proposals
• Costs of Accessories
• Costs of Negotiating Time
• Intangible Costs
• Making Cost-Benefit Decisions
• Exercise Guide
• Chapter 5 - Building Credibility to Enhance Your Power
• Physical Power
• Social Power
• Technological Power
• Relative Strengths
• Building Credibility
• Exercise Guide
• Chapter 6 - Fitting Strategies to Your Situation and Personal Style
• Choosing a Strategy
• Soft Bargaining Strategy
• Hard Bargaining Strategy
• Tit-for-Tat Bargaining Strategy
• Principled Bargaining Strategy
• Modifying Personality Factors
• Exercise Guide
• Chapter 7 - Choosing the Appropriate Tactics
• Tactics for Negotiators Facing Pressure to Make Concessions
• Overcoming Distractions
• Exercise Guide
• Chapter 8 - Organizing Constituents for Representative Bargaining
• Choosing an Insider or Outsider
• Choosing an Expert
• Choosing an Objective Perspective
• Choosing a Representative to Reduce Ego Involvement
• The Formal Role of Negotiator
• Structuring the Role of a Negotiator
• Individual Versus Team Negotiation
• Taking Advantage of Team Strengths
• Programming the Negotiator for Success
• Organizing Constituents
• Exercise Guide
• Chapter 9 - Searching for Secrets to Break Impasses
• Strategies for Producing Movement in the Other Side
• Analyzing Nonverbal Messages
• Exercise Guide
• Chapter 10 - Using an Outside Party When You Need One
• Effects of Third-Party Intervention on the Negotiation Process
• Which Type of Third-Party Intervention Works Best?
• Exercise Guide
• Chapter 11 - Conclusion: Creating a Positive Negotiating Climate
• References
• Index
• About the Author