TITLE : MAKING DEALS: THE BUSINESS OF NEGOTIATING.

 
Introduction  xi
 
PART ONE Deal Making: The Perspective 1
1 Making Deals 5
 
2 Developing an Approach 15
The Changing Style of Negotiation 18
Resolving Conflict  18
Applying Problem Solving to Negotiation 21
The Arbitration Option 22
The Four Major Variables 24
Conclusion 33
 
3 Negotiation Strategies 35
Focus on Your Strength 36
Exercise Patience and Control 37
Exploring Options 38
Tradeoffs 38
Personalizing 39
Bridging 39
Compromise 40
Controllers versus Understanders 41
Conclusion 45
 
4 Negotiation Tactics 47
Extreme Demands 48
Play Acting 50
Limited Authority 52
Take It or Leave It 54
Good Guy/Bad Guy 56
Phony Issues 57
Just One More Thing 59
Slicing 60
The Secret Agent 62
Conclusion 64
 
5 The Role of Style in Negotiating 65
Know Your Communication Style 68
Benefits and Liabilities of Style 78
Anticipating and Dealing with Style Interactions 82
Implications of Negotiation Styles 95
Conclusion 101
 
PART TWO Deal Making: The Process 103
 
6 Transfer of Ownership: Buying and Selling a Business  107
Why Is the Business Being Sold?  108
What Is Important to the Other Negotiator?  110
The Prenegotiation Plan  111
Negotiation Planning Form  118
Conclusion 123
 
7 Negotiating Leases and Acquisitions 125
The Role of the Contract 126
The Role of the Attorney 128
Promoting Mutual Investment 129
Balancing Deal Components 131
Initiating the Deal 136
Conclusion 141
 
8 Negotiating Financial Sales 143
Negotiating and Selling 147
The Salesperson and the Purchasing Mindset 150
Alternatives to Agreement 152
Conclusion 154
 
9 Negotiating in an Intercultural Setting 159
Expectations, Control, and Cultural Context 160
The Role of Language 165
Planning, Patterns of Communication,
Interpreting Cultural Differences, and
the Perception and Use of Power 166
Conclusion 175
 
10 Why Study Negotiation? 179
Gottlieb/Healy Principles 181
Conclusion 185
 
Index 187