RDs & DTRs: Suggested Learning Need Codes for the Prof. Dev. Portfolio
1000, 1010, 1110, 1130, 7000, 7020, 7030, 7040, 7070, 7080, 7120, 7150,
7210, 8000, 8120
Fail-Safe Strategies to Help You Get More of What You Want
Wolf J. Rinke, PhD, RD, CSP
© 2008 Wolf Rinke. All rights reserved. Reproduction
in whole or part without written permission from the author, except
for brief quotations in reviews, is prohibited.
Michelle Parker: "I would like to buy several copies
to provide to my hospital administration who would benefit from you
advice. Your writing style made the program very enjoyable to read."
Shannon Tolbert: "...the information will benefit
in negotiating salary and everyday negotiations in my life."
INTRODUCTION AND OVERVIEW
It's been said you don't necessarily get what you deserve
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
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
Step 3: Assess what you have learned by completing the
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 this program,
complete the CPE REPORTING FORM and:
Mail to: Wolf Rinke Associates, Inc., 13621 Gilbride Lane, Clarksville,
Or fax to: (410) 531-9282,
Or submit on-line at www.easyCPEcredits.com.
Upon receipt of your successfully completed CPE REPORTING
FORM you will receive a written certificate of completion for 20 CPEUs
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.
Wolf J. Rinke, PhD, RD, CSP, 800-828-9653, WolfRinke@aol.com
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.
As a result of studying and applying the concepts presented
in this self-directed accredited learning program you will be better
- Master 6 basic steps that will enable you to receive a significant
increase in your compensation.
- Overcome compensation inequities between men and women.
- Distinguish between the 3 basic types of negotiation.
- Recognize the 5 variables that must be present to achieve win-win
- Appreciate why people appear to prefer to play win-lose games.
- Identify the 5 basic styles of negotiation.
- Recognize your preferred negotiation style.
- Identify expected outcomes associated with different negotiation
- Apply the negotiation style that will enable you to get more
of what you want.
- Master the top 8 habits of highly effective negotiators.
- Recognize that people are very poor communicators.
- Master 9 communication strategies that will facilitate win-win
- Apply 5 laws that will enable you to persuade and influence
others, so that you can get more of what you want.
- Master 4 strategies that will cause others to like you.
- Recognize why you must be willing to Walk Away.
- Distinguish between your BATNA, WAP and ROSA.
- Discover why it is to your advantage to negotiate over interests,
- Separate option generation from decision making.
- Discover when it is beneficial to resort to objective criteria.
- Take advantage of the 3 crucial variables in all negotiations.
- Master 5 rules to make time work for you.
- Discover how to facilitate information sharing.
- Describe the 6 types of social power.
- Apply the 5 steps that will enable you to achieve win-win outcomes.
- Make it a habit to ask for more than you expect.
- Take advantage of the Anchoring Effect.
- Avoid accepting the first offer.
- Recognize how to make concessions.
- Get more of what you want, by making the other person right-never
- Benefit from Acting Dumb.
- Take advantage of being Reluctant.
- Offer to do the work.
- Resort to Higher Authority.
- Master the Nibble technique.
- Avoid accepting the Hot Potato.
- Don't forget to Flinch.
- Find out how to Split the Difference.
- Take advantage of the Prostitute Effect.
- Discover why and when it is to your advantage to Withdraw the
- Watch out for the Good-Guy, Bad-Guy gambit.
- Don't succumb to psychological warfare.
- Learn how to deal with deliberate deception.
- Make others glad that they negotiated with you.
- Dramatically improve your ability to achieve win-win outcomes.
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
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
4. Compromising (5,5) the Compromiser or Fox-Typical Result:
5. Collaborating (9,9) the Problem Solver or Owl-Typical Result:
What Is Your Dominant Negotiation Style? 17
Who Wins Over the Long Run? 20
Answers to the Excercise in this Chapter 22
Chapter 2: The Top 8 Habits of Highly Effective Negotiators
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
Answers to the Mental Stretch Break in this Chapter 36
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
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
Answer to the Mental Stretch Break in this Chapter 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
The Law of Commitment-People Are More Likely To Do What They Commit
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
How to Take It to the Next Level 73
Answer to the Mental Stretch Break in this Chapter 75
Chapter 5: Make-Or-Break Strategies in Any Negotiation
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
Answer to the Mental Stretch Break in this Chapter 91
Chapter 6 Take Advantage of Three Crucial Variables
In Every Negotiation-TIP It 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
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
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
Answer to the Mental Stretch Break in this Chapter 104
Chapter 7: Tactics and Counter tactics for Distributive
How to Make Sure That Tough Battlers Do Not Take Advantage of You
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
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
Answers to the Mental Stretch Break in this Chapter 137
Chapter 8: Five Steps to Achieving Win-Win Outcomes-How
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
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
Answer to the Mental Stretch Break in this Chapter 156
For Your Continuing Learning 159
Self-Assessment Questions 163
Explanations to Self-Assessment Questions 181
About The Author 189
About Wolf Rinke Associates, Inc. 190
Wolf J. Rinke, PhD, RD, CSP, is the president and founder of Wolf Rinke
Associates, Inc., an accredited provider of quality pre-approved home-study
CPE courses for nutrition professionals available at www.easyCPEcredits.com.
Another division (www.WolfRinke.com) has been custom designing and delivering
stimulating keynote presentations, interactive problem solving funshops
and highly effective consulting, coaching and educational services since
1988. They specialize in building peak-performance teams and organizations,
and providing one-on-one executive coaching that leads to dramatic improvements
in performance and productivity.
Dr. Rinke is a. . .
Am Red Cross o ARAMARK o Baxter o BCE Emergis (Canada) o Bristol-Myers
Squibb o Brookings Institution o Centre for Leadership-Ontario (Canada)
o Cigna o Continental/SiLite o Delta Air Lines o Dept of Health &
Human Svcs o Dole o Dong Energy (Denmark) o Duke Power o Grocery Manufacturers
of America o Hospital Purchasing & Materials Mgt Assn o Institute
for Management Studies o Lykes Pasco o Manor Care o Marriott o Merck
o Michelin o Motorola o NCR o NCI o Natl Dairy Council o Natl Health
Corp o Natl Restaurant Assn o Ontario Hospital Assn (Canada) o Rockwool
(Denmark) o SAP (Germany) o Sargento Foods o Saskatchewan Assn of Health
Organizations (Canada) o Select Service Partner A/S (Denmark) o Seneca
Foods o ServiceMaster o Sysco o Texas Instruments o UCB Pharma o US
Foodservice o Veterans Admin o Warner Bros. o Wyeth-Ayerst Laboratories
plus numerous other companies, organizations and associations throughout
North America, Europe, and the Pacific Rim.
Several of his popular CPE programs available at www.easyCPEcredits.com