The Business of Negotiation by Craig A. McKnight

An Executive's Guide to Getting What You Want!

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ISBN: 1-9741075-04-5. ISBN-13: 978-1-941075-04-3. Shipping the week of December 17, 2018. Total pages: 174.

The Business of Negotiation

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From the Publisher...

Draw on Mr. McKnight’s experience as a negotiator, attorney, CPA, decision analyst, manager, project manager, father, spouse, and negotiation instructor to get better outcomes for your negotiations, both in business and in life. This book presents the clearest and most comprehensive guide to negotiations that is available today. The Business of Negotiation highlights many stories to help you understand all facets of negotiations in the writer’s easy-to-under- stand conversational writing style. Mr. McKnight’s presentation of negotiation as a process is foundational and is not found elsewhere.

Synopsis (from the Author)

This book is the most comprehensive, concise, and easy to read guide on negotiation that is available. I wrote this book so that the novice, skilled negotiator, and executive will all learn key skills from reading it. The insights and stories you will read were acquired through many years of working and teaching in industry. You may even run across a story or two that is similar to what has happened to you in business or in life.

Unlike any other book you may have read about negotiating, this book walks you through the negotiation process from beginning to end. It then takes you on a guided tour of planning and interaction rules before discussing various useful negotiating tactics. The stories are many and meant to highlight the use of processes, rules or tactics to your advantage.

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The Business of Negotiation Table of Contents


1 Objectives and Contracts.................................................... 1
  Different Types of Contracts ......................................... 4 
  Different Types of Intermediate Agreements............................ 5
2 The Negotiation Process..................................................... 9
3 Assess the Opportunity..................................................... 17
4 Team and Organizational Structure.......................................... 23
  Overall Team Management............................................... 29
5 GatherInformation.......................................................... 37 
  Risk.................................................................. 37 
  Economics............................................................. 39 
  Counterparty ......................................................... 40 
  Regulatory Environment ............................................... 40 
  Local Partner......................................................... 41 
  Joint Ventures ....................................................... 42 
  Project Finance ...................................................... 43 
  Internal and External Networks ....................................... 43
6 Negotiation Positionsand Strategies........................................ 47
  Negotiating Strategies ............................................... 50 
  Role Playing and Game Theory ......................................... 52
7 Negotiate Externally (The Dance)........................................... 55
8 Close and Plan the Transition ............................................. 63
  Transition ........................................................... 64
9 Negotiation Planning Rules................................................. 67 
10 NegotiationInteractionRules............................................... 85 
11 Key Negotiation Tactics ................................................. 103 
12 NegotiationTruisms....................................................... 131
13 Employment Negotiations.................................................. 137 
  Negotiation with Your Manager ........................................ 137 
  Negotiation with Your Employees ...................................... 139 
  Negotiation with Managers and Executives.............................. 141
14 Final Comments........................................................... 143 
  The Negotiation Process .............................................. 143
  Negotiation Planning Rules ........................................... 144
  Negotiation Interaction Rules......................................... 144 
  Key Negotiation Tactics .............................................. 145 
  Negotiation Truisms .................................................. 145
Appendix
  Negotiation Alignment Framing Tool.................................... 147 
  Position Table........................................................ 149 
  Biases that Affect Negotiations....................................... 150 
  About the Author...................................................... 152
Index ...................................................................... 153