Foreword p. xiii
The Basics
Why a Process? p. 3
What a Strategic Negotiation Process Can Do for You p. 4
What a Strategic Negotiation Process Can't Do for You p. 10
Why This Book p. 12
The Strategic Negotiation Process p. 13
The Blueprint p. 13
The Strategic Negotiation Process p. 19
Establishing a Negotiation Goal p. 27
Selecting a Negotiation p. 27
Common Goals p. 29
An Uncommon Goal p. 32
The "Myth of the Fixed Pie" p. 35
Dealing with Professional Buyers p. 38
Best Practices Review p. 38
Common Mistakes to Avoid p. 39
The Process
Step One: Estimating the Blueprint: Part One: The Consequences of No Agreement Estimation p. 43
The Consequences of No Agreement Estimation p. 46
Best Practices Review p. 65
Common Mistakes to Avoid p. 66
Step 1: Estimating the Blueprint: Part 2: The Wish List Estimation p. 67
Creating Value p. 68
The Wish List Estimation p. 72
Dealing with Professional Buyers p. 80
Best Practices Review p. 82
Common Mistakes to Avoid p. 82
Step 2: Validating the Estimation: Part 1: Gathering Data from Colleagues and Public Sources p. 83
It's All about Knowledge p. 84
Validating the Consequences of No Agreement Estimation p. 88
Validating the Wish List Estimation p. 91
Best Practices Review p. 93
Common Mistakes to Avoid p. 93
Step 2: Validating the Estimation: Part 2: Preparing for the Validation Meeting p. 95
Validating the Consequences of No Agreement Estimation p. 96
Validating the Wish List Estimation p. 103
Dealing with Professional Buyers p. 109
Best Practices Review p. 109
Common Mistakes to Avoid p. 109
Step 2: Validating the Estimation: Part 3: Conducting the Validation Meeting p. 111
Anchoring p. 112
The Validation Meeting p. 119
Best Practices Review p. 126
Common Mistakes to Avoid p. 127
Step 3: Using the Blueprint to Create Value p. 129
Developing Multiple Equal Offers p. 131
Best Practices Review p. 141
Common Mistakes to Avoid p. 141
Step 4: Using the Blueprint to Divide Value p. 143
The Multiple Equal Offers Presentation p. 145
Basic Trading Skills p. 148
Advanced Trading Skills p. 157
Dealing with Professional Buyers p. 161
Best Practices Review p. 161
Common Mistakes to Avoid p. 162
Applying the Process
Putting It All Together: Sample Negotiations p. 165
Using the Blueprinting Process in a Small Ad Hoc Negotiation p. 166
Using the Blueprinting Process in a Large and Complex Negotiation p. 172
An Organizational Approach to Negotiation p. 183
An Organization-Wide Negotiation Strategy p. 183
A Strategy That Increases in Value p. 193
Appendix p. 197
Index p. 203