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Practical Negotiating: Tools, Tactics & Techniques



Practical Negotiating: Tools, Tactics & Techniques

Tom Gosselin

ISBN: 978-0-470-16709-0 August 2007 240 Pages

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Praise for Practical Negotiating: Tools, Tactics & Techniques

"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."
—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work

"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!"
—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay

"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."
—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful."
—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."
—Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."
—Keith G. Slater, former director of International Development, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."
—Dr. Rita Smith, Dean, Ingersoll Rand University


1 The Need for Negotiation.

Conflict in Our Lives.

Process of Exchange.

Introduction to Planning and Executing the Negotiation.

Audience for Practical Negotiating.


2 Wants and Needs.

Win-Win Agreements.

Wants versus Needs.

Case Analysis.

Practical Application.

3 Setting Objectives and Determining Positions.

Needs and Objectives.

Creating a Needs/Objectives Matrix.

Determining Position and Settlement Range.

Practical Application.

4 Currencies and Concessions.

Currencies of Exchange.


Making Positive Exchanges.

Practical Application.

5 Power in Negotiation.

The Paradox of Power.

The Rule of Power in Negotiation.

Practical Application.

Case Analysis.

Practical Negotiating: Planning Guide—Part 1.


6 Negotiation Model: Stages with Critical Tasks.

Stages: The Negotiation Process Road Map.

Practical Application.

7 Negotiating Styles and Key Skills.

The Difference between Negotiation Styles and Skills.

Choosing the Best Overall Approach.

Negotiation Styles.

Key Skills.

Practical Application.

8 Win-Win Tactics.

Tactics Defined.

Win-Win Tactics.

Practical Application.

9 Adversarial Tactics and Countertactics.

Adversarial Tactics.

Practical Application.

10 Tactical Orientation.

How to Determine Your Tactical Orientation.

Tactical Orientation Continuum.

Practical Application.

11 Special Negotiation Situations.

Negotiating in Buy and Sell Situations.

Internal Negotiations.

Negotiating with Your Boss.

Team Negotiations.

Practical Application.7

12 Putting It All Together.

Practical Negotiating: Planning Guide—Annotated.


Appendix A: Negotiation Style Survey.

Appendix B: Practical Negotiating: Planning Guide.

Step 1.

Step 2.

Step 3.

Step 4.

Step 5.

Step 6.

Step 7.

Step 8.




What PRACTICAL NEGOTIATING: Tools, Tactics & Techniques offers:
  • Step-by-step framework for the phases and key tasks of negotiating - a “road map” to win/win solutions
  • Practical “how to...” approach to planning the negotiation:  Identifying needs: ours/theirs  Currencies: things we/they have of value to meet those needs
  • Understanding your Negotiating Style: Aggressive, Assertive, Open/ Receptive, Avoiding/Withdrawing or Giving in too easily
  • Key Skills and Behaviors to stay in the “Win/Win” Zone - Being assertive without being aggressive, Remaining open and receptive without ‘giving in’
  • Tactics guide including: Win/Win Tactics, Adversarial Tactics, a systematic way to counter adversarial tactics