{"product_id":"2940012635402","title":"Costly Mistakes","description":"Table of Contents\u003cbr\u003e\u003cbr\u003e \u003cbr\u003e\u003cbr\u003eAcknowledgments\u003cbr\u003e\u003cbr\u003e \u003cbr\u003e\u003cbr\u003eIntroduction\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 1\u003cbr\u003e\u003cbr\u003eThe principal goal of every negotiation is a win-win agreement\u003cbr\u003e\u003cbr\u003eWhat is win-win, and why is it so popular?\u003cbr\u003e\u003cbr\u003eLeave the judgment of “right” or “wrong” behind\u003cbr\u003eAnalyze your negotiation partner\u003cbr\u003e\u003cbr\u003eThose who ask will win\u003cbr\u003e\u003cbr\u003eWhy win-win does not work\u003cbr\u003e\u003cbr\u003eLong-term partnership\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 2\u003cbr\u003e\u003cbr\u003eA good preparation of the contents is essential\u003cbr\u003e\u003cbr\u003eA  plethora of information – the open book\u003cbr\u003e\u003cbr\u003ePreparation on the OEM side\u003cbr\u003e\u003cbr\u003ePreparation on the supplier side\u003cbr\u003e\u003cbr\u003eRien ne va plus – the “0 ZOPA” phase\u003cbr\u003e\u003cbr\u003eFarewell to purely rational negotiations\u003cbr\u003e\u003cbr\u003eStrategic preparation\u003cbr\u003e\u003cbr\u003eObjective\u003cbr\u003e\u003cbr\u003eStrategy\u003cbr\u003e\u003cbr\u003eTactic\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 3\u003cbr\u003e\u003cbr\u003eOur company is prepared for difficult negotiations\u003cbr\u003e\u003cbr\u003eThe role of the Decision Maker\u003cbr\u003e\u003cbr\u003eA costly error: The Decision Maker intervenes\u003cbr\u003e\u003cbr\u003eThe Decision Maker’s strategy\u003cbr\u003e\u003cbr\u003e1.  Strategic objectives\u003cbr\u003e\u003cbr\u003e2.  Maximum objectives\u003cbr\u003e\u003cbr\u003e3.  Walk-away point\u003cbr\u003e\u003cbr\u003e4.  Dealmaker or Real-Maker\u003cbr\u003e\u003cbr\u003e5.  Clear instructions\u003cbr\u003e\u003cbr\u003e6.  The rules of the game\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 4\u003cbr\u003e\u003cbr\u003eWe must get clarity early on!\u003cbr\u003e\u003cbr\u003eThe influence of stress during the negotiation\u003cbr\u003e\u003cbr\u003eThe preparation phase\u003cbr\u003e\u003cbr\u003eThe affective phase\u003cbr\u003e\u003cbr\u003eWhat you should do \u003cbr\u003eThe cognitive phase  \u003cbr\u003eThe common negotiation goal\u003cbr\u003e\u003cbr\u003eJoy\u003cbr\u003e\u003cbr\u003ePraise\u003cbr\u003e\u003cbr\u003ePositive reinforcement\u003cbr\u003e\u003cbr\u003eRollercoaster ride during a negotiation \u003cbr\u003eThe decision phase\u003cbr\u003e\u003cbr\u003eThe implementation phase\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 5\u003cbr\u003e\u003cbr\u003eWe have the power\/we are completely powerless \u003cbr\u003eYour alternatives  \u003cbr\u003eIndependent – Independent \u003cbr\u003eIndependent – Dependent \u003cbr\u003eDependent – Dependent \u003cbr\u003eDependent – Independent \u003cbr\u003eWhat is your negotiation position? \u003cbr\u003eKnowledge is power \u003cbr\u003e1. Always look for new information \u003cbr\u003e2.  Make sure that no information reaches the other side\u003cbr\u003eThe use of time\u003cbr\u003e\u003cbr\u003e12 months until closing\u003cbr\u003e\u003cbr\u003e9  months until closing\u003cbr\u003e\u003cbr\u003e6  months until closing\u003cbr\u003e\u003cbr\u003e3  months until closing\u003cbr\u003e\u003cbr\u003e1  month until closing\u003cbr\u003e\u003cbr\u003eDead end\u003cbr\u003e\u003cbr\u003eTime limits during a negotiation\u003cbr\u003e\u003cbr\u003eTeam on course\u003cbr\u003e\u003cbr\u003eAssessment of power and stress\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e \u003cbr\u003e\u003cbr\u003eError No. 6\u003cbr\u003e\u003cbr\u003eNegotiating is an intuitive matter\u003cbr\u003e\u003cbr\u003eNegotiations depend on the right tactics\u003cbr\u003e\u003cbr\u003eThe 25 most important tactical rules\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eError No. 7\u003cbr\u003e\u003cbr\u003eWe must do everything we can to avoid a dead end during our negotiation\u003cbr\u003e\u003cbr\u003eCrisis plan for negotiations (N-Crisis)\u003cbr\u003e\u003cbr\u003eSingle point of contact\u003cbr\u003e\u003cbr\u003eAvoid escalations within your own company\u003cbr\u003e\u003cbr\u003eDo not involve the Decision Maker in the ongoing negotiation\u003cbr\u003e\u003cbr\u003eProvide a single point of contact\u003cbr\u003e\u003cbr\u003eRhythm of Negotiation\u003cbr\u003e\u003cbr\u003eInward and outward information embargo\u003cbr\u003e\u003cbr\u003eContact to liaisons\u003cbr\u003e\u003cbr\u003ePR support\u003cbr\u003e\u003cbr\u003e \u003cbr\u003e\u003cbr\u003eStrategy development – integrative negotiation\u003cbr\u003e\u003cbr\u003eStrategy No. 1: Pressure\/dead end\u003cbr\u003e\u003cbr\u003eStrategy No. 2: Giving in\u003cbr\u003e\u003cbr\u003eStrategy No. 3: Compromise\u003cbr\u003e\u003cbr\u003eStrategy No. 4: The time game\u003cbr\u003e\u003cbr\u003eStrategy No. 5: Integrative negotiation\u003cbr\u003e\u003cbr\u003ePresenting demands – openly and under cover\u003cbr\u003e\u003cbr\u003eMaking demands under cover\u003cbr\u003e\u003cbr\u003eBuilding a ZOPA\u003cbr\u003e\u003cbr\u003eShowing the dead end\u003cbr\u003e\u003cbr\u003eBreak-off\u003cbr\u003e\u003cbr\u003eRe-entry and agreement\u003cbr\u003e\u003cbr\u003eThe agreement with the firefighter uniform\u003cbr\u003e\u003cbr\u003eThe agreement\u003cbr\u003e\u003cbr\u003eNo agreement\u003cbr\u003e\u003cbr\u003eSummary of the negotiation tips\u003cbr\u003e\u003cbr\u003e\u003cbr\u003eBibliography\u003cbr\u003e\u003cbr\u003e***\u003cbr\u003e\u003cbr\u003eAn excerpt from the beginning of the:\u003cbr\u003e\u003cbr\u003eIntroduction\u003cbr\u003e\u003cbr\u003eI 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. \u003cbr\u003e\u003cbr\u003eOne of the biggest errors is believing that both sides can win, that a “win-win” agreement is possible. \u003cbr\u003e\u003cbr\u003eThis 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. \u003cbr\u003e\u003cbr\u003eIn this book, I want to share with you the knowledge and expe­rience I gained from accompanying difficult negotiations.....","brand":"Leila's Books","offers":[{"title":"Default Title","offer_id":47145430384880,"sku":"2940012635402","price":9.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940012635402_p0.jpg?v=1763570645","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940012635402","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}