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    The Art Of Packaging A Negotiation: How To Develop The Skill Of Assembling Potential Trades In Order To Get The Best Possible Outcome
    The Art Of Packaging A Negotiation: How To Develop The Skill Of Assembling Potential Trades In Order To Get The Best Possible Outcome
    The Art Of Packaging A Negotiation: How To Develop The Skill Of Assembling Potential Trades In Order To Get The Best Possible Outcome
    Ebook97 pages43 minutes

    The Art Of Packaging A Negotiation: How To Develop The Skill Of Assembling Potential Trades In Order To Get The Best Possible Outcome

    By Jim Anderson

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    About this ebook

    During a negotiation a lot of promises and agreements are made by both sides of the table. This is all well and good, but the ultimate goal of any negotiation is for both sides to agree on a deal that they can live with. As a negotiator, it's going to be your job to take a look at where things stand in the negotiation and then package up the agreements so that they can be included in the final deal.

    What You'll Find Inside:
    * THE POWER OF DELAYS IN A NEGOTIATION
    * LEARN TO THINK LONG-TERM IN YOUR NEXT NEGOTIATION
    * WHY NEGOTIATORS SHOULD PUT A DEAD DOG ON THE TABLE
    * WHY EVERY NEGOTIATOR SHOULD HAVE A “DEAL BOOK”

    As part of this process, you'll have to understand how delays can be used in a negotiation to get what you want. International negotiations can take a long time and be very complex, but they can show us how a deal can be packaged in a way that makes it agreeable to all.

    Issues are what a negotiation is all about. As we look for ways to package a deal, we need to understand that there can be multiple solutions to each issue. Additionally, what we do for the other side or what they do for us can help to move things along.

    Everything in a negotiation can have an effect on the bottom line of the deal that you are trying to package. You need to stay aware of this. In order to find the deal that both sides can live with, it helps to be able to focus on the long term.

    Often times during a negotiation there can be so many things going on that it is all too easy to get lost and confused. That's why skilled negotiators use a checklist and a deal book. This allows them to keep track of all of the details and maintain a scoreboard that shows them who has agreed to what.

    LanguageEnglish
    PublisherJim Anderson
    Release dateFeb 8, 2017
    ISBN9781370796427
    The Art Of Packaging A Negotiation: How To Develop The Skill Of Assembling Potential Trades In Order To Get The Best Possible Outcome
    Author

    Jim Anderson

    J Jim Anderson is Visiting Research Fellow in the Department of Educational Studies at Goldsmiths, University of London. His work focuses on: theories and methods of second language learning and bilingualism, including Content and Language Integrated Learning (CLIL); multilingualism and new literacies; and language policy. Underlying this is a commitment to an integrated and inclusive approach to language and literacy education incorporating the areas of foreign and community/heritage language learning as well as English as an Additional Language and English mother tongue. Jim is co-director with Dr Vicky Macleroy of the Critical Connections: Multilingual Digital Storytelling Project launched in 2012.

    Read more from Jim Anderson

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      Book preview

      The Art Of Packaging A Negotiation - Jim Anderson

      During a negotiation a lot of promises and agreements are made by both sides of the table. This is all well and good, but the ultimate goal of any negotiation is for both sides to agree on a deal that they can live with. As a negotiator, it's going to be your job to take a look at where things stand in the negotiation and then package up the agreements so that they can be included in the final deal.

      As part of this process, you'll have to understand how delays can be used in a negotiation to get what you want. International negotiations can take a long time and be very complex, but they can show us how a deal can be packaged in a way that makes it agreeable to all.

      Issues are what a negotiation is all about. As we look for ways to package a deal, we need to understand that there can be multiple solutions to each issue. Additionally, what we do for the other side or what they do for us can help to move things along.

      Everything in a negotiation can have an effect on the bottom line of the deal that you are trying to package. You need to stay aware of this. In order to find the deal that both sides can live with, it helps to be able to focus on the long term.

      Often times during a negotiation there can be so many things going on that it is all too easy to get lost and confused. That's why skilled negotiators use a checklist and a deal book. This allows them to keep track of all of the details and maintain a scoreboard that shows them who has agreed to what.

      For more information on what it takes to be a great negotiator, check out my blog, The Accidental Negotiator, at:

      www.TheAccidentalNegotiator.com

      Good luck!

      Dr. Jim Anderson

      About The Author

      I must confess that I never set out to be a negotiator. When I went to school, I studied Computer Science and thought that I'd get a nice job programming and that would be that. Well, at least part of that plan worked out!

      My first job was working for Boeing on their F/A-18 fighter jet program. I spent my days programming fighter jet software in assembly language and I loved it. The U.S. government decided to save some money and went looking for other countries to sell this plane to. This put me into an unfamiliar role: I started to negotiate with foreign military officials and I ended up having to participate in the negotiations for large international deals.

      Time moved on and so did I. I found myself working for Siemens, the big German telecommunications company. They were making phone switches and selling them to the seven U.S. phone companies. The problem was that the switches were too complicated. When it came time to negotiate a deal with the customer, the sales teams struggled to create an effective negotiating strategy. I was called in to bridge the world between the product functionality and the business impacts as they related to the

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