Learn with Me: Negotiation Eloquence

Author: Li Yan, Wang WeiLin
Publisher:
Publish Date: 2006-01-01
Features: The understanding of negotiation is divided into two categories: broad and narrow. Broadly speaking, negotiations are everywhere in life. Narrowly defined, negotiation refers to a prepared and step-by-step process of seeking opinions and coordinating interests through verbal negotiation, reflected in written form. Whether it is broad or narrow negotiation, verbal negotiation is the primary means of negotiation. Excellent negotiation skills, combined with appropriate negotiation strategies and techniques, will create win-win negotiation outcomes. To cultivate one's negotiation skills, in addition to learning from others' successful experiences, it is more important to comprehensively improve one's overall quality and practice in real-world situations. As the saying goes, "The true essence lies beyond the poem" and "The subtlety of application lies in the heart." This book is divided into seven chapters: Chapter 1: Overview of Negotiation, Chapter 2: Qualities and Abilities of Negotiators, Chapter 3: Preparation Phase of Negotiation, Chapter 4: Opening Phase of Negotiation, Chapter 5: Negotiation Phase, Chapter 6: Final Stage of Negotiation, Chapter 7: Essence of Negotiation Strategies. This book is suitable for negotiators to read and for students and teachers to reference. Chapter 1: Overview of Negotiation
1. Definition of Negotiation
2. Types and Characteristics of Negotiation
3. Constituent Elements of Negotiation
4. Basic Principles of Negotiation
5. The Three Steps of Negotiation
Chapter 2: Qualities and Abilities of Negotiators
1. Qualities of Negotiators
2. Abilities of Negotiators
3. Negotiation Etiquette
Chapter 3: Preparation Phase of Negotiation
1. Researching the Negotiation Opponent
2. Determining Negotiation Goals
3. Feasibility Analysis
4. Developing a Negotiation Plan
5. Drafting the Negotiation Agenda
Chapter 4: Opening Phase of Negotiation
1. Key Aspects to Pay Attention to in the Opening Stage
2. Creating a Harmonious Negotiation Atmosphere
3. Properly Handling the "Ice-Breaking" Period in the Opening Stage
4. (Detecting the Opponent's Strengths and Weaknesses)
5. Paying Attention to Preventing Two Tendencies
Chapter 5: Negotiation Phase
1. Key Principles of Making Offers
2. Key Principles of Listening
3. Key Principles of Asking Questions
4. Key Principles of Responding
5. Key Principles of Concessions
6. Key Principles of Persuasion
7. Key Principles of Refusal
8. Key Principles of Breaking Deadlocks
Chapter 6: Final Stage of Negotiation
1. Key Principles of Closing the Deal
2. Negotiation Results
3. Precautions for Signing the Contract
4. Precautions for Fulfilling the Contract
Chapter 7: Essence of Negotiation Strategies
1. Attacking the Heart
2. The Power of Patience
3. Feigning and Concealing
4. Aggressive Attack
5. "The Deadline"
6. "The White Face" and "The Black Face"
7. Objective Standard Method
8. "Aiming High, Achieving the Middle"
9. Creating Competition
10. Humor is a Treasure
11. Others