Chapter One: The Big Question
Do you want to win, or do you want to succeed?
Chapter Two: Avoid Potholes
If people try to negotiate in a style that does not fit them, or they are unaware of essential differences in the culture they are negotiating with, their negotiations can hit potholes. Culture can impede or slow down the negotiation process.
SECTION II. THE CHAKRA OF NEGOTIATION PRINCIPLES
Chapter Three: The Communications Signal
A traffic signal characterizes the three levels of a conversation: Tell, Convey, and Communicate. It is essential to understand this concept of communication before engaging in any negotiation.
Chapter Four: Rule I. Goal Dictates Success
We’ll discuss setting a clear goal for negotiation, the intended state of mind, and the relevant steps to frame and manifest your goals.
Chapter Five: Rule II. Ask What, Not Who
Every work environment has seen some blunders. Pointing a finger at someone for the blunder disrupts the harmony in relationships.
Chapter Six: Rule III. Dare to Dream
You cannot solve a problem if you expect the worst to happen. Fear can manifest itself in many crippling ways. We’ll examine common fears and ways to successfully put yourself on a higher plane to supercede them.
Chapter Seven: Rule IV. Say It Only If You Believe It
How can you speak with conviction if you don’t believe in what you are saying? Your credibility is integral to your ability to negotiate a favorable outcome.
Chapter Eight: Rule V. Respond, Don’t React
Have you ever been in a negotiation that took a turn for the worse? People easily allow emotions get the better of them and react in anger. We’ll discuss maintaining your emotional equilibrium to neutralize a situation.
Chapter Nine: Rule VI. Be Open-Minded
When assumptions and suspicions cloud people’s minds, they are not negotiating. They are bargaining. Let’s discuss how to avoid the effects of a closed mind.
Chapter Ten: Rule VII. Don’t Mess With Silence
Silence does not mean being quiet or not talking; it is our nature. Silence helps resolve the conflict in our minds.