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Leila's Books
Costly Mistakes
Costly Mistakes
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Table of Contents
Acknowledgments
Introduction
Error No. 1
The principal goal of every negotiation is a win-win agreement
What is win-win, and why is it so popular?
Leave the judgment of “right” or “wrong” behind
Analyze your negotiation partner
Those who ask will win
Why win-win does not work
Long-term partnership
Summary of the negotiation tips
Error No. 2
A good preparation of the contents is essential
A plethora of information – the open book
Preparation on the OEM side
Preparation on the supplier side
Rien ne va plus – the “0 ZOPA” phase
Farewell to purely rational negotiations
Strategic preparation
Objective
Strategy
Tactic
Summary of the negotiation tips
Error No. 3
Our company is prepared for difficult negotiations
The role of the Decision Maker
A costly error: The Decision Maker intervenes
The Decision Maker’s strategy
1. Strategic objectives
2. Maximum objectives
3. Walk-away point
4. Dealmaker or Real-Maker
5. Clear instructions
6. The rules of the game
Summary of the negotiation tips
Error No. 4
We must get clarity early on!
The influence of stress during the negotiation
The preparation phase
The affective phase
What you should do
The cognitive phase
The common negotiation goal
Joy
Praise
Positive reinforcement
Rollercoaster ride during a negotiation
The decision phase
The implementation phase
Summary of the negotiation tips
Error No. 5
We have the power/we are completely powerless
Your alternatives
Independent – Independent
Independent – Dependent
Dependent – Dependent
Dependent – Independent
What is your negotiation position?
Knowledge is power
1. Always look for new information
2. Make sure that no information reaches the other side
The use of time
12 months until closing
9 months until closing
6 months until closing
3 months until closing
1 month until closing
Dead end
Time limits during a negotiation
Team on course
Assessment of power and stress
Summary of the negotiation tips
Error No. 6
Negotiating is an intuitive matter
Negotiations depend on the right tactics
The 25 most important tactical rules
Summary of the negotiation tips
Error No. 7
We must do everything we can to avoid a dead end during our negotiation
Crisis plan for negotiations (N-Crisis)
Single point of contact
Avoid escalations within your own company
Do not involve the Decision Maker in the ongoing negotiation
Provide a single point of contact
Rhythm of Negotiation
Inward and outward information embargo
Contact to liaisons
PR support
Strategy development – integrative negotiation
Strategy No. 1: Pressure/dead end
Strategy No. 2: Giving in
Strategy No. 3: Compromise
Strategy No. 4: The time game
Strategy No. 5: Integrative negotiation
Presenting demands – openly and under cover
Making demands under cover
Building a ZOPA
Showing the dead end
Break-off
Re-entry and agreement
The agreement with the firefighter uniform
The agreement
No agreement
Summary of the negotiation tips
Bibliography
***
An excerpt from the beginning of the:
Introduction
I am not Schranner. I am invisible, I am in the shadow, you cannot recognize me. I analyze negotiations in the background and, building on these analyses, I develop strategies and tactics. In addition, I look for mistakes during the course of negotiations, when my clients ask me to do so. Such mistakes mostly are caused by wrong assessments, by errors.
One of the biggest errors is believing that both sides can win, that a “win-win” agreement is possible.
This assumption is wrong. Because there must always be a winner. In sports, in business, and in politics. A negotiation is no different, there is one party carrying the victory, and another party that must accept defeat.
In this book, I want to share with you the knowledge and experience I gained from accompanying difficult negotiations.....
Acknowledgments
Introduction
Error No. 1
The principal goal of every negotiation is a win-win agreement
What is win-win, and why is it so popular?
Leave the judgment of “right” or “wrong” behind
Analyze your negotiation partner
Those who ask will win
Why win-win does not work
Long-term partnership
Summary of the negotiation tips
Error No. 2
A good preparation of the contents is essential
A plethora of information – the open book
Preparation on the OEM side
Preparation on the supplier side
Rien ne va plus – the “0 ZOPA” phase
Farewell to purely rational negotiations
Strategic preparation
Objective
Strategy
Tactic
Summary of the negotiation tips
Error No. 3
Our company is prepared for difficult negotiations
The role of the Decision Maker
A costly error: The Decision Maker intervenes
The Decision Maker’s strategy
1. Strategic objectives
2. Maximum objectives
3. Walk-away point
4. Dealmaker or Real-Maker
5. Clear instructions
6. The rules of the game
Summary of the negotiation tips
Error No. 4
We must get clarity early on!
The influence of stress during the negotiation
The preparation phase
The affective phase
What you should do
The cognitive phase
The common negotiation goal
Joy
Praise
Positive reinforcement
Rollercoaster ride during a negotiation
The decision phase
The implementation phase
Summary of the negotiation tips
Error No. 5
We have the power/we are completely powerless
Your alternatives
Independent – Independent
Independent – Dependent
Dependent – Dependent
Dependent – Independent
What is your negotiation position?
Knowledge is power
1. Always look for new information
2. Make sure that no information reaches the other side
The use of time
12 months until closing
9 months until closing
6 months until closing
3 months until closing
1 month until closing
Dead end
Time limits during a negotiation
Team on course
Assessment of power and stress
Summary of the negotiation tips
Error No. 6
Negotiating is an intuitive matter
Negotiations depend on the right tactics
The 25 most important tactical rules
Summary of the negotiation tips
Error No. 7
We must do everything we can to avoid a dead end during our negotiation
Crisis plan for negotiations (N-Crisis)
Single point of contact
Avoid escalations within your own company
Do not involve the Decision Maker in the ongoing negotiation
Provide a single point of contact
Rhythm of Negotiation
Inward and outward information embargo
Contact to liaisons
PR support
Strategy development – integrative negotiation
Strategy No. 1: Pressure/dead end
Strategy No. 2: Giving in
Strategy No. 3: Compromise
Strategy No. 4: The time game
Strategy No. 5: Integrative negotiation
Presenting demands – openly and under cover
Making demands under cover
Building a ZOPA
Showing the dead end
Break-off
Re-entry and agreement
The agreement with the firefighter uniform
The agreement
No agreement
Summary of the negotiation tips
Bibliography
***
An excerpt from the beginning of the:
Introduction
I am not Schranner. I am invisible, I am in the shadow, you cannot recognize me. I analyze negotiations in the background and, building on these analyses, I develop strategies and tactics. In addition, I look for mistakes during the course of negotiations, when my clients ask me to do so. Such mistakes mostly are caused by wrong assessments, by errors.
One of the biggest errors is believing that both sides can win, that a “win-win” agreement is possible.
This assumption is wrong. Because there must always be a winner. In sports, in business, and in politics. A negotiation is no different, there is one party carrying the victory, and another party that must accept defeat.
In this book, I want to share with you the knowledge and experience I gained from accompanying difficult negotiations.....
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