Wolf J. Rinke, PhD, RD, CSP
© 2008 Wolf Rinke. All rights reserved. Reproduction in whole or part
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INTRODUCTION AND OVERVIEW
It's been said you don't necessarily get what you deserve…you get what you negotiate. So if you are not getting enough of the things you want then this self-directed learning program is for you. You will discover fail-safe strategies that will enable you to negotiate more effectively with your boss, your significant other, your children and maybe even your pet! Most importantly, while getting more of what you want, you will also enable others to get more of what they want. In other words, you will master powerful win-win negotiation strategies plus at the same time earn 20 level 2 continuing professional education units (CPEUs).
To get the most out of this Win-Win Negotiation self-directed learning program it is suggested that you follow these four steps:
Step 1: Review the objectives.
Step 2: Read the information in this self-directed learning program.
Step 3: Assess what you have learned by completing the self-assessment questions.
Step 4: Compare your answers to the answer key. If you scored at least 80 percent correct, you have passed this program and are ready to transfer your answers to the CONTINUING PROFESSIONAL EDUCATION (CPE) REPORTING FORM. If you should score less than 80 percent correct, read again until you improve your score and at least 80 percent of the answers are correct.
Complete the following optional steps to achieve real improvements in your negotiation skills:
Step 5: Apply what you have learned by practicing win-win negotiation at every possible opportunity, because the more you practice the better you will get.
Step 6: Monitor your progress and repeat those strategies that result in win-win outcomes and/or get you more of what you want, and stop using those that do not.
After you have successfully completed steps 1-4, complete and mail the CPE REPORTING FORM to:
Wolf Rinke Associates, Inc., P.O. Box 350, Clarksville, MD 21029, USA
or fax it to us at: 410-531-9282
Upon receipt of your successfully completed CPE REPORTING FORM you will receive a written certificate of completion for 20 CPEUs from us.
I would like you to achieve lots of win-win outcomes. If you have questions, or suggestions, please feel free to write, call or e-mail me.
Happy Learning!
Wolf J. Rinke, PhD, RD, CSP, 800-828-9653, WolfRinke@aol.com
OBJECTIVES
Goal
To provide you with specific fail-safe strategies that will enable you to achieve more win-win outcomes and help you get more of what you want.
Objectives
As a result of studying and applying the concepts presented in this self-directed accredited learning program you will be better able to:
TABLE OF CONTENTS
Chapter 1: Negotiation-the Basics 1
Negotiation-Why Bother? 1
The Short Course in Successful Salary Negotiation 3
1. Commit to Negotiating 3
2. Recognize the Value You Deliver 3
3. Do Your Homework 4
4. Strive To Be Respected Not Liked 4
5. Practice, Practice, Practice 4
6. Pretend You Are Negotiating For Someone Else 5
Types of Negotiation 5
1. Win-Lose Negotiation 6
2. Lose-Lose Negotiation 7
3. Win-Win Negotiation 8
Win-Win Negotiation-How to Know It When You Get There 10
Win-Win Negotiation-A Brief Historical Perspective 11
Why Do We Play Win-Lose Games? 11
1. Unlimited Knowledge versus Limited Perceptions 11
2. Past Behavior Is Self-Rewarding 12
3. People Like To Win 12
Five Basic Negotiation Styles-Which One Are You? 13
1. Avoiding (1,1) the Avoider or Turtle-Typical Result: Lose-Lose 13
2. Accommodating (1,9) the Friendly Helper or Teddy Bear-
Typical Result: Win-Lose 14
3. Competing (9,1) the Tough Battler or Shark-Typical Result: Win-Lose 15
4. Compromising (5,5) the Compromiser or Fox-Typical Result:
Lose-Lose 15
5. Collaborating (9,9) the Problem Solver or Owl-Typical Result:
Win-Win 16
What Is Your Dominant Negotiation Style? 17
Who Wins Over the Long Run? 20
Summary 21
Answers to the Excercise in this Chapter 22
Notes 22
Chapter 2: The Top 8 Habits of Highly Effective Negotiators 27
Know Thyself 27
Manage Thyself 28
Motivate Thyself 30
Empathize With Others 30
Develop Charisma 31
Be Honest 32
Let Go Of The Past 33
Kill Your Ego 34
Summary 35
Answers to the Mental Stretch Break in this Chapter 36
Notes 37
Chapter 3: Communicate As If the Outcome Depends On It-It Does 39
Communication-Why We Have Such a Tough Time with It 39
Nine Communication Strategies to Facilitate Win-Win Negotiation 41
1. Utilize Adult Language 41
2. Accept 111 Percent Responsibility for the Communication Process 43
3. Listen Actively 43
4. Reality Test 49
5. Express Yourself in Positive Terms 50
6. Master the PIN Technique 50
7. Convey Integrity At All Times 52
8. Strive For Win-Win Outcomes 52
9. Make Them Glad They Negotiated with You 53
Summary 54
Answer to the Mental Stretch Break in this Chapter 56
Notes 56
Chapter 4: Persuade and Influence and Get More of What You Want 59
The Law of Liking-People Like People Who Like Them 60
Strategy #1: Like People the Way They Are Not the Way
They Ought To Be 60
Strategy #2: Understand The Other Person's Point Of View 61
Strategy #3: Look For Commonalities 61
Strategy #4: Express Appreciation 62
a. Think 63
b. Feel 63
c. Act 63
The Law of Reciprocity-Whatever You Give Is What You're Going to Get 64
The Law of Commitment-People Are More Likely To Do What They Commit To 66
The Law of Scarcity-People Want More of What They Can't Have 69
The Law of Expectation-Over the Long Run People Get What They Expect 70
How to Take It to the Next Level 73
Summary 74
Answer to the Mental Stretch Break in this Chapter 75
Notes 75
Chapter 5: Make-Or-Break Strategies in Any Negotiation 77
Manage Your Perceptions 77
Be Willing To Walk Away 81
Know Your BATNA, WAP and ROSA 82
Negotiate Over Interests, Not Positions 85
Separate Option Generation from Decision Making 87
If All Else Fails, Resort to Objective Criteria 88
Summary 90
Answer to the Mental Stretch Break in this Chapter 91
Notes 91
Chapter 6 Take Advantage of Three Crucial Variables Encountered
In Every Negotiation-TIP It 93
Time 93
Five Rules to Make Time Work for You: 94
1. Avoid Divulging Your Deadline to the Other Party 94
2. Patience Is a Virtue 94
3. Sometimes Doing Nothing Is the Best Thing You Can Do 95
4. Realize That Everyone Has a Deadline 95
5. Recognize That Virtually All Deadlines Are Self-Imposed 95
Information 95
How to Facilitate Information Sharing: 96
1. Build Trust 96
2. Ask Questions, Even When You Know the Answer 97
3. Disclose Selective Information 99
Powe 100
Types of Social Power: 101
1. Coercive Power 101
2. Reward Power 101
3. Legitimate Power 101
4. Referent Power 102
5. Expert Power 102
6. Information Power 103
Summary 103
Answer to the Mental Stretch Break in this Chapter 104
Notes 105
Chapter 7: Tactics and Counter tactics for Distributive Negotiation; or
How to Make Sure That Tough Battlers Do Not Take Advantage of You 107
Make It a Habit to Ask For More Than You Expect 107
Take Advantage of the Anchoring Effect 108
Avoid Accepting the First Offer 110
Avoid Making Concessions Unless… 112
Make the Other Person Right-Never Wrong 113
Act Dumb 114
Be Reluctant 115
Do the Work 116
Resort to Higher Authority 117
Take a Nibble 118
Avoid Accepting the Hot Potato 119
Don't Forget to Flinch 120
How to Split the Difference 124
Recognize the Prostitute Effect 125
Withdraw the Offer 127
Watch Out For the Good-Guy, Bad-Guy Gambit 129
Don't Succumb To Psychological Warfare 131
Call Deliberate Deceptions 133
Summary 134
Answers to the Mental Stretch Break in this Chapter 137
Notes 137
Chapter 8: Five Steps to Achieving Win-Win Outcomes-How to
Get Your PRISE 139
Case Study-Jane Patience 139
Prepare In Advance 141
Negotiate Over Interests, Not Positions 141
Separate Option Generation from Decision Making 142
Identify Objective Criteria 142
Establish Your BATNA, WAP and ROSA 143
Review and Adjust Perceptions and Conditions 144
Review and Adjust Perceptions 144
Review and Adjust Conditions-TIP It 144
Time 144
Information 145
Power 145
Identify the Real Issues, Opportunities, Needs and Wants 149
Search for Alternatives Which Lead To Mutual Gain 151
Effect an Agreement-Go For Win-Win 153
Summary 156
Answer to the Mental Stretch Break in this Chapter 156
Notes 157
For Your Continuing Learning 159
Self-Assessment Questions 163
Answer Key179
Explanations to Self-Assessment Questions 181
About The Author 189
About Wolf Rinke Associates, Inc. 190
ABOUT THE AUTHOR
Wolf J. Rinke, PhD, CSP, America's Business Success Coach, is the president and founder of Wolf Rinke Associates, Inc., a human resource development and management consulting company. Since 1988 we have been custom designing and delivering stimulating and informative keynote presentations, interactive problem solving funshops and highly effective consulting, coaching and educational services. We specialize in building high performance organizations; facilitating trust building initiatives; providing one-on-one executive coaching and building high-performance teams. All services are designed to unleash the only resource that has the potential to appreciate-your people, and are guaranteed to exceed identified needs, solve specific problems and achieve dramatic improvements in performance, productivity and profitability.
Dr. Rinke is . . .
o A certified speaking professional (CSP*) who is internationally known for his ability to energize, entertain and empower. (*CSP-a credential earned by fewer than 400 speakers worldwide.)
o A highly effective management consultant and executive coach with over 30 years of hands-on management and leadership experience.
o A widely published author of audio and video programs, numerous publications and best selling books including MAKE It a Winning Life: Success Strategies for Life, Love, and Business, Winning Management: 6 Fail-Safe Strategies for Building High-Performance Organizations and Don't Oil the Squeaky Wheel and 19 Other Contrarian Ways to Improve Your Leadership Effectiveness.
o A media personality who has been featured on CNN and over 300 other TV and radio shows.
o A highly decorated, retired lieutenant colonel of the US Army Medical Specialist Corps.
o A self-made millionaire who started to work full-time on a ship at age 14.
Some of the organizations that have benefited from Dr. Rinke's services include:
ACE USA o ADVO o Aladdin Temp-Rite o Am Assn of Homes for the Aging o Am College
of Health Care Administrators o Am Diabetes Assn o Am Dietetic Assn o Am Hospital
Assn o Am Red Cross o Am School Foodservice Assn o ARAMARK o Baltimore Police
Dept o Baxter o bil-jax o BCE Emergis (Canada) o Boston College o Brandeis Univ
o Bristol-Myers Squibb o Brookings Institution o Centre for Leadership-Ontario
(Canada) o Cigna o Club Managers Assn of Am o Continental/SiLite o Delaware
Div of Aging o Delta Air Lines o Dept of Health & Human Svcs o Dietary Managers
Assn o Direct Marketing Assn o Dole o Duke Power o EAC (Singapore) o George
Washington Univ o Georgia State Univ o Giant TMC (Malaysia) o Grocery Manufacturers
of America o Hospital Purchasing & Materials Mgt Assn o Institute for Management
Studies o Intl Assn for Exposition Mgt o ISS A/S (Denmark) o Johns Hopkins Univ
o Lykes Pasco o Manor Care o Marriott o Maryland Bankers Assn. o MBNA America
Bank o Michelin o Mississippi Power Co o Motorola o NCR o NCI o Natl Assn of
Manufacturers o Natl Dairy Council o Natl Health Corp o Natl Restaurant Assn
o Natl Speakers Assn o NORTEL o Office of Personnel Mgt o Ontario Hospital Assn
(Canada) o Penn State Univ o Perez Companc (Argentina) o Phillips Publishing
o Pierce Leahy o PSI o Sales and Marketing Executives Intl o Sandy Spring National
Bank o SAP America o SAP AG (Germany) o Sargento Foods o Saskatchewan Assn of
Health Organizations (Canada) o Select Service Partner A/S (Denmark) o Seneca
Foods o ServiceMaster o Sinar Mas Group (Indonesia) o Sodexho o Strategic Forum
Expertise (Malaysia) o Sysco o Texas Education Agency oTexas Instruments oThe
Wood Co o Univ of Maryland o Univ of Richmond o US Air Force o US Army o US
Foodservice o US Navy o Veterans Admin o Warner Bros. o Wyeth-Ayerst Laboratories
o Yale Univ o plus numerous other companies, organizations and associations
throughout North America, Europe, and the Pacific Rim.