Tork & Grunt's Guide to Effective Negotiations

✍ Scribed by Bob Harvey

• Publisher: Marshall Cavendish Limited
• Year: 2008
• Tongue: English
• Leaves: 209
• Category: Library

✦ Synopsis

If you thought negotiating deals and agreements is tough in today's business environment, then you should try doing so in prehistoric times! This book follows our two cavemen characters, Tork and Grunt, in their quest to ensure the survival of their tribe. Through the experiences of our two cavemen, you will learn everything you need to conduct a successful negotiation and reaching a win-win outcome. They show how conventional bargaining from opposing positions generally fails to reach a satisfactory conclusion and how it is important to identify all the issues affecting both parties. Laced with humor, this book is about making everyday interactions effective and successful, getting on with people, and negotiating deals that work for everyone.

✦ Table of Contents

Contents......Page 6
Introduction......Page 8
Part One – Background to negotiation......Page 10
1. Fundamentals of negotiation......Page 12
2. Who is this person?......Page 35
3. What’s this all about?......Page 53
Part Two – Preparation for negotiation......Page 66
4. Knowing what you want......Page 68
5. Establishing what the other side wants......Page 87
6. Information and opportunities......Page 103
7. Establishing a measurable way of judging the outcome......Page 113
8. Knowing and believing your Walk-Away Option......Page 127
Part Three – Doing the deal......Page 144
9. Playing games and handling gamesmanship......Page 146
10. Handling personalities and working as a team......Page 165
11. Strategies, tactics and handling foul play......Page 186
PART FOUR Summarizing the process......Page 198
12. Tork and Grunt pass it on......Page 200
Acknowledgements......Page 207
About the author......Page 208