The Kremlin School of Negotiation. Igor Ryzov

Чтение книги онлайн.

      First published in Great Britain, the USA and Canada in 2019

      by Canongate Books Ltd, 14 High Street, Edinburgh EH1 1TE

      First published in Russia in 2016 by Eksmo Publishing House LLC

      Distributed in the USA by Publishers Group West

      and in Canada by Publishers Group Canada

       canongate.co.uk

      This digital edition first published in 2019 by Canongate Books

      Copyright © Igor Ryzov, 2016

      Translation © Alex Fleming, 2019

      The moral right of the author has been asserted

      Every effort has been made to trace copyright holders and obtain their permission for the use of copyright material. The publisher apologises for any errors or omissions and would be grateful if notified of any corrections that should be incorporated in future reprints or editions of this book.

      British Library Cataloguing-in-Publication Data A catalogue record for this book is available on request from the British Library

      ISBN 978 1 78689 617 9

      CONTENTS

       AUTHOR’S NOTE

       INTRODUCTION

       CHAPTER 1: MASTERING THE KREMLIN SCHOOL OF NEGOTIATION

       Identifying your negotiation opponent’s goals and motives

       Who is stronger in negotiations – the lion or the fox?

       Being the lion in pursuit of your interests

       Recognising your opponent’s behaviour: four behaviour types, from the ‘teenager’ to the ‘tank’

       Regulating tensions around the negotiating table

       CHAPTER 2: LEARNING TO TELL A COMPROMISE FROM AN UNNECESSARY CONCESSION

       Creating a negotiation budget: four key components that affect results

       Build a magic polygon of interests

       CHAPTER 3: FIVE KEY TECHNIQUES THAT GET RESULTS IN TOUGH NEGOTIATIONS

       Eye contact as a guarantee for success

       Shielding yourself from ‘need’ and fear

       Saying ‘no’ without damaging relationships

       The position of ‘host’ spells success

       Finding your cause

       CHAPTER 4: NEGOTIATING IN TOUGH CONDITIONS

       Protecting yourself from pressure and manipulation

       Three important measures for controlling your emotions

       CHAPTER 5: SEVEN TECHNIQUES FOR REACHING AGREEMENTS WITH A TOUGH OPPONENT

       How to parry small jabs and figure out your opponent’s position

       Turn battle into co-operation

       Use connectors to unearth a manipulator’s motives

       Disputing the right way, without provocation

       Dodging rudeness

       A joke and a kind word – guarantees of success with even the most aggressive opponents

       The ‘humour’ technique

       CHAPTER 6: GENTLY AND DISCREETLY CHANGE AN OPPONENT’S POINT OF VIEW

       Showing your opponent the benefit of your proposals: a play on contrasts

       A trusty way of nudging your opponent towards the ‘right’ decision

       Don’t fall for a quick ‘yes’

       The answer to the hardest question

       To catch something first let it go

       Do I need to reciprocate gifts?

       CHAPTER 7: BUILDING A NEGOTIATION ROADMAP

       What governs negotiations? The role of strategy and tactics

       Building a roadmap and what you will need

       Some personal impressions on negotiating with international opponents

       SAMPLE ANSWERS TO EXERCISES

       NOTES