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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:
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.
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.
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
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