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Our Philosophy of Negotiation

  • Alan McCarthy
  • Steve Hay
Chapter

Abstract

In this book, we’ll define negotiation and explain our four “mantras” of negotiation philosophy. We’ll work through the five crucial phases of every professional negotiation and what we call the ten golden rules. We’ll suggest a ten-point planning process to help you prepare correctly for a successful negotiation. We’ll show you how to put together a better “jellyfish”—a way to create more effective proposals during your negotiations. All this will be described in the context of how your organization can ensure success in its deals by creating the appropriate strategies and framework of processes to plan, guide, and support successful negotiations. Finally, we’ll emphasize the importance of reflective practice, coaching, and support for people engaged in negotiations. It doesn’t matter which side of the negotiating table you are on, this book will help you to achieve your objectives.

Keywords

Golden Rule Reflective Practice Walk Away Successful Negotiation Acceptable Compromise 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Copyright information

© Alan McCarthy 2015

Authors and Affiliations

  • Alan McCarthy
    • 1
  • Steve Hay
    • 1
  1. 1.NMUS

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