Everyday Negotiation: Navigating the Hidden Agendas in Bargaining

Part 1: The Power of Advocacy: Promoting Your Interests Effectively

Chapter 1: Staying Out of Your Own Way

Pitfalls in Negotiation p. 29

• Missing opportunities for negotiation p. 30
• Disliking the process p. 31
• Seeing only weakness p. 33
• Bargaining yourself down p. 34
• Feeling overconfident p. 36
• Making sure everyone is happy p.37
• Confusing toughness and effectiveness p.38

Four Steps to Stay Out of Your Own Way p. 40

1. Take stock p. 43

• Why are they negotiating? p. 43
• What would success bring? p. 45
• What do you know about them and their situation? p. 47
• What makes you feel vulnerable? p. 49

2. Learn as much as you can p.50

• What are the facts? p. 51
• What does scouting reveal? p. 55

3. Develop alternatives p.59

• BATNA? p. 60
• WATNA? p.62
• Their BATNA and WATNA? p. 62

4. Get fresh perspectives p.64

• What does others' advice suggest? p. 65
• What does others' experience reveal? p. 66
• What does broadening the focus uncover? p. 67