One-sided information
The power of NOT fighting
Matching price and subject
Our ‘hidden’ agenda
4–Balancing
Momentum
Mirroring lies
Balance-Downplay-Counter
The emotional factor
Body language and mirroring
Use of props
Finding your opponent’s secrets
Negotiation – game skills
Balancing behaviour
Trading for concessions
Creating the illusion of the done deal
Facing their fear
5–The Middleman
Staying objective
The role of the mediator
Adding authority
Other uses for a middleman
The semi-detached middleman
Why not be the middleman
The useful buffer
Responses and reactions
The one-dimensional message
6–Negotiation Mode
Two farmers
About wants and needs
Unbalanced forces
Sale of the reason
Call me a liar!
Why did he say that?
Norming
Dealing with the irrelevant
Holistic values
Rewarding, punishing behaviour
The Variable Disclosure Method
Summing up
7–Commercial Street Fighting Tactics
Creative arguments
Some tried and tested tactics
Shifting willingness
Taking stock of your own position and theirs
Is this a dead end?
Creative repositioning
The power of language
When price may be an issue
Controlling your opponent
Passing the advantage
The absent puppet master
Call his bluff
Never forget you deserve respect
The sound of silence
8–Driving it Home
Timing
Turning yourself into the man with the bag of gold
What if there’s no room for manoeuvre by either party?
They do it with mirrors
The outstanding experience
Mistakes
AWARENESS – DEVELOPMENT – EXCELLENCE
The 25 NegoLogical Facts
Some NegoLogical reminders
About the author
Foreword
Negotiation is without any doubt one of mankind’s most important required skills while at the same time being one of the least focused skills in professional management schools. I have spent the last fifteen years as a negotiation advisor and trained thousands of professionals worldwide.
Peter Frensdorf is a skilled and experienced negotiator who has become an author by writing a book on negotiations. He is not an author who accidentally wrote a book on the subject of negotiation and that shows. The
