NegoLogic. Peter Frensdorf

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       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 СКАЧАТЬ