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The
Bluffer's Guide to
Negotiation |
| By
Alexander Geisler |
| Coming
soon as an audio download, click here |
| Extracts
from the book |
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| Strategic
thinking |
| Given
a choice between preparing the subject matter by studying it, or
preparing a strategy, most negotiators are content to skip the subject
matter. This frequently leads to negotiations where neither party
knows much about what they are bargaining over, but each has a complex
plan to ensure that they win. This usually works out remarkably
well. |
|
| Noto
bene |
| Every
negotiator knows the expression ‘perception is reality’
and some even know what it means. This probably explains why negotiators
are fond of bringing notes to the negotiation. Any notes (they don’t
have to be on the subject at hand) are valuable. They will give
the perception that some preparation has been done. In some circles
large folded drawings can create a good impression. |
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| Trivial
pursuit |
| In
order to secure a bargain in which you get what is important and
concede what is trivial, it helps immeasurably if you can distinguish
one from the other. The best negotiators will create a lengthy squabble
about a trivial point, with every intention of conceding it. By
contrast, many novice bluffers fall into the trap of conceding the
trivial far too easily, often without getting anything in exchange. |
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| Reviews |
|
| |
| A
quick read and chock full of the basic information that's needed
to pass yourself off as knowledgeable. |
|
Toronto
Globe & Mail
|
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| An
amazing amount of solid fact disguised as frivolous observation. |
|
The
Sunday Telegraph
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| Table
of Contents |
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Introduction
The preparation
Be
wary of the dress code
Consider the catering
Check the venue
Plan your image
Research the opponent
Know the subject
Assemble your chips
Have an end in mind
Have an open mind
Bring copious notes
The beginning
Posturing
Learning
A muddle
Managing objections
Coping with unpleasant moments
Indulging in mind games
Bidding
An end
Accepting surrender
Reaching agreement
Memorialising the deal
Negotiating styles
The marathon runner
The village idiot
The uninformed purchaser
The relationship builder
The co-operator
The charmer
The persuader
The win-win method
The win-lose exponent
The bare knuckle fighter
The closed book
The sheep in sheep’s clothing
The untrained expert
The stuck record
The impersonator
The Taoist
Negotiating scenarios
The Post mortem
Justification
Exculpatory statements
Celebrating
Glossary
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Fortune
Telling
