The one sentence summary
Negotiation now requires a more sophisticated, collaborative approach.
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WHAT THE BOOK SAYS 
- Few people enjoy going into a negotiation, but you risk losing out if you can’t do it skilfully.
- Negotiation has changed dramatically, and now requires a more sophisticated, collaborative approach.
- Effective negotiators can handle these three areas effectively:
- Attitude: they can manage their own and others’ negotiation attitudes
- Fusers: work in partnership to put the agenda of both parties together.
- Confusers: distort first impressions and lead attitudes astray.
- Users: are old-fashioned and it doesn’t work.
- Losers: who wants to be one?
- Process: they can manage the stages and the overall structure of the negotiation, which are:
- Preparation: put in the spadework before starting.
- Climate setting: create the right atmosphere.
- Wants & Needs: why do people want what they say they want?
- Coinage: value things you have that may be of value to the other party.
- Bidding: ask for what you want, sound like you mean it, with good reason
- Bargaining: keep reframing the issue or expanding the pie. Only offer concessions in a disciplined way.
- Closing: move to closure briskly when the opportunity arises.
- Behaviour: they understand and manage their own and others’
- ‘I’ behaviour: state expectations; propose with reasons; test and probe; incentives and pressures
- ‘You’ behaviour: disclose; explore; focus on common ground; listen
- ‘We’ behaviour: visualise; check for consensus; share problems & solutions
- Parting behaviour: pit stop; break; silence; terminate; stand up to tough guys
WHAT’S GOOD ABOUT IT
- Count your aces – most people have more bargaining power than they think. This could include information, expertise, market power, scale, weight, referral, network, numbers, relationships, rules & regulations, authority or personal.
- Always establish a BATNA and WATNA before starting: Best/Worst Alternative To a Negotiated Agreement. This is better than a bottom line.
WHAT YOU HAVE TO WATCH
- It could be a little shorter.
