This companion volume to the negotiation classic Getting to Yes explores the negotiation process in depth and presents case studies, charts, and worksheets for blueprinting and personalized negotiating strategy.
Table of Contents
Acknowledgments Using This Workbook 1. Introduction 2. In a Hurry?: Sudden Prep Priority Prep THE SEVEN ELEMENTS OF NEGOTIATION3. Interests: What Do People Really Want? Forms: Interests I: Identify the Relevant Parties Interests 2: Clarify the Interests Interests 3: Probe for Underlying Interests 4. Options: What Are Possible Agreements or Bits of an Agreement? Forms: Options 1: Create Options to Meet Interests Options 2: Find Ways to Maximize Joint Gains 5. Alternatives: What Will I Do If We Do Not Agree? Forms: Alternatives 1: Think of My Alternatives to a Negotiated Agreement Alternatives 2: Select and Improve my BATNA Alternatives 3: Identify Alternatives Open to the Other Side Alternatives 4: Estimate Their BATNA 6. Legitimacy: What Criteria Will I Use to Persuade Each of Us That We Are Not Being Ripped Off? Forms: Legitimacy 1: Use External Standards as a Sword and as a Shield Legitimacy 2: Use the Fairness of the Process to Persuade Legitimacy 3: Offer Them an Attractive Way to Explain Their Decision 7. Communication: Am I Ready to Listen and Talk Effectively? Forms: Communication 1: Question My Assumptions and Identify Things to Listen For Communication 2: Reframe to Help Them Understand 8. Relationship: Am I Ready to Deal with the Relationship? Forms: Relationship 1: Separate People Issues from Substantive Issues Relationship 2: Prepare to Build a Good Working Relationship 9. Commitment: What Commitments Should I Seek or Make? Forms: Commitment 1: Identify the Issues to Be Included in the Agreement Commitment 2: Plan the Steps to Agreement MOVING FROM PREPARATION TO NEGOTIATION10. Getting Ready to Agree Appendix A: Getting Better at Preparation Appendix B: A Preparation Tool Kit