Once Upon a Deal...

CHAPTER 1 - EFFECTIVE PREPARATION 1. In the Bubble How preparation gives you a shot at the title 2. The Infinite Negotiation Monkey Cage Preparation & Practice makes Perfect 3. Another fine mess! The perils of the poor teamwork 4. Who prepares wins! If you fail to plan, you plan to fail -Abraham Lincoln 5. The Computer Says No Computers manage tasks, negotiation requires skill 6. Leverage Be careful not to underestimate the Power you have... 7. Another Red Line Breached Inflexibility is a straitjacket in negotiation 8. On the Ropes If data is at play, make sure you've mastered it 9. Negotiating Advice for Politicians

When will they ever learn 10. My Mother and the EU Beware of making the future a certainty... CHAPTER 2 - THE ARGUE STEP 1. Is This the Right Room for an Argument? Too much persuasion limits negotiation 2. Creativity; It's the Future "Remember to look at the stars not down at your feet" 3. No Hard Feelings Good negotiators understand how to manage their behaviour and the other party's 4. 6 Second Delay Taking time under pressure 5. Going through the motions! Attention and listening gives you an advantage 6. Show up and throw up! Constructive dialogue is more about listening than talking... 7. Who needs negotiators when you have processes? The perils of letting the machines replace the conversation 8. Nice but not dim The perils of losing out by being too Agreeable... 9. Give to Get - When Persuasion Doesn't Work When it's time to stop selling and start negotiating...

CHAPTER 3 - READING AND RESPONDING TO SIGNALS 1. Mind Your Language! Why precision is important 2. Liar, Liar Pants on Fire Some word of caution about lying 3. It's only words... The importance of non-verbal communication 4. Mind Your Language Listen carefully, the subtleties are important 5. Unconscious Bias It's still out there, we're all still susceptible 6. An Opinion-Free Blog Saying it doesn't make it true 7. Haircut 101 The same approach won't work in every situation...

CHAPTER 4 - CREATING MOMENTUM THROUGH PROPOSALS 1. There's never anything on anyway If you don't ask, you don't get... 2. Strictly Come Negotiating Dancing to the beat of a better deal... 3. Inside room only... You CAN always get what you want... 4. High Bar of Collaboration Even sports people can see the advantages of collaboration over competition 5. Tell Them What You Want Take advantage by making your proposal first 6. Bad Golf The power of a proposal 7. Cash or Card The more specific your proposal, the better 8. Open Buying Develop alternative (creative) strategies in your negotiations...

CHAPTER 5 - CREATING VALUE THROUGH PACKAGING 1. Not Going To If the deal doesn't work, try an incentive 2. Me, myself and I! The power of good advice 3. Play Nice! Packaging for power and control 4. Taxi! Managing Complexity 5. The Right Thing Annabel Shorter 6. Gaining "Friendly" Advantage Harnessing the power of the collective 7. Embrace Your Inner Flamingo The dangers of meeting the wrong needs 8. Be a negotiator - tinkle the ivories! Repackaging to create value 9. Get your kicks from future-proofed deals - it's all a matter of goals! The future isn't certain, but it can be planned for

10. Having your cake, and eating it Asking question to better understand the other party's needs 11. Car Trouble Packaging for success 12. A Van Story The importance of know what you want and how you can get it when you have a complaint 13. Loss Adjusters Always get to give

CHAPTER 6 - BARGAIN TO CREATE MORE VALUE 1. Four Rooms Be careful of how far you drive price, you get what you pay for 2. Sack Black Friday Deals are often not as good as they seem, act with caution 3. A Right Royal Deal? If you overestimate your power, you can expect this to be reflected by the counter-party's response 4. Do You Want a Cake or Just a Slice of Cake? Good negotiators think value NOT price 5. Internet Shopping - Not As Much As You Could Wish For? The advantages of Bargaining Face to Face 6. A Fine Line Beware of exercising too much power in your dealmaking, circumstances change 7. Same Page Negotiations Managing complex Bargaining situations 8. Who Do You Think You Are? Progressive Bargaining for a better deal 9. The Power of No The dangers of being too greedy

CHAPTER 7 - CLOSE TO GETTING THE DEAL OVER THE LINE 1. Muck Shift Just when is a deal not a deal...? 2. Members of the Jury!! The power of a powerful unifying final statement (of intent) 3. It ain't over Keeping dealing to the very end 4. Getting Into Hot Water When faced with two sources of legitimate information, don't sit on the fence, make a call 5. How do you measure success? Focus on your objectives, not screwing the other party

CHAPTER 8 - AGREE AND DOCUMENT WHAT HAS BEEN AGREED 1. Precision Blindness The devil's in the detail, ignore it at your peril... 2. Climate of Change Assume nothing until the money's in the bank... 3. Getting It Done!! Make sure that everyone in the deal understand their responsibilities in its implementation A SPECIAL FINAL CHAPTER 1. It's a dog's life All 8-Steps in one...