Navigating Negotiation

Negotiating.  Getting to yes.  Driving a hard bargain.  Win-win.

We all do it.  It’s part of navigating daily life.

It could be with ourselves: “If I go to the gym I can treat myself to an icecream on the way home”

It might be with our kids: “You can watch that movie AFTER you’ve done your homework”

It may be with our significant others: “We’ll have Christmas with your family IF we can spend New Year with mine.”

Negotiating for a satisfactory outcome can be a job in itself – for instance, a contract manager negotiates with suppliers for a mutually beneficial supply arrangement, while a union official negotiates work conditions on behalf of organisational members.

But for most individuals it’s often much harder to negotiate in the workplace particularly when it comes to situations such as getting a place on a project team or asking for a pay rise.

Like so many necessary work skills, negotiation techniques can be learned with the help of a few library resources.

via GIPHY

In the blog post, The Fundamentals of Negotiation, the author sets out five things he feels must be done to to build a strong foundation as a successful negotiator .

In her TED talk, Australian researcher, organizational psychologist and university professor, Ruchi Sinha outlines three key steps to help you successfully master negotiation through the building of relationships.

via GIPHY

There are a number of courses available on LinkedIn Learning accessible via the Wellington City Libraries website.  
Using your library registration sign into LinkedIn Learning and type “negotiation” or “negotiating” into the search box and select from the options. 

 

 

 

 

 

There’s also plenty of material in our book collection.  Below we’ve compiled you might find helpful :

Influence is your superpower : the science of winning hearts, sparking change, and making good things happen / Chance, Zoe
“You were born influential. But then you were taught to suppress that power, to follow the rules, to wait your turn, to not make waves. Award-winning Yale professor Zoe Chance will show you how to rediscover the superpower that brings great ideas to life. Influence doesn’t work the way you think because you don’t think the way you think. Move past common misconceptions—such as the idea that asking for more will make people dislike you—and understand why your go-to negotiation strategies are probably making you less influential. Discover the one thing that influences behavior more than anything else. Learn to cultivate charisma, negotiate comfortably and creatively, and spot manipulators before it’s too late. Along the way, you’ll meet alligators, skydivers, a mind reader in a gorilla costume, Jennifer Lawrence, Genghis Khan, and the man who saved the world by saying no. Influence Is Your Superpower will teach you how to transform your life, your organization, and perhaps even the course of history. It’s an ethical approach to influence that will make life better for everyone, starting with you.”–Publisher.” (Catalogue) E-book format

HBR guide to negotiating / Weiss, Jeff A.
“Forget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a sub par solution in the middle if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the “HBR Guide to Negotiating” provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships.” (Catalogue)

Negotiating / Benoliel, Michael
“Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. This practical guide gives you the tools you need to improve your negotiation tactics.– Amazon.” (Catalogue)

 

 

How to negotiate / Copper-Ind, Christopher
“Negotiation is a fundamental part of all of our lives, and by understanding how the psychology of it works, you will be able to conduct all types of negotiation with greater ease and efficiency.” (Catalogue)

 

 

Advanced negotiation skills in a week / Fleming, Peter
“Perfecting your negotiation skills just got easier.  As a more experienced negotiator, how do you improve the results you achieve from the negotiating process? When you think about your most recent negotiating experiences, do you think you could have achieved more? The aim of this book is to help you take your negotiating skills to the next level. ‘Win/win’ is still your principal aim, even if it seems a hard standard to achieve!” (Catalogue)

 

Creative conflict : a practical guide for business negotiators / Sanders, Bill
“…. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus …use a dynamic, dialectical approach to show that negotiations are driven by competition and cooperation at the same time, counterintuitively revealing that conflict is at the core of every negotiation. When we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. Creative negotiators probe and push until they hit a wall of disagreement, then figure out how to get past it. The authors construct a simple framework based on three basic but distinct contexts: bargaining, dealmaking, and relationship building. They then instruct readers on how to skillfully pursue their own interests while simultaneously seeking ways to expand a deal’s scope and value for both sides. Based on the popular Mobus Creative Negotiating seminars and the authors’ experience working with Fortune 500 companies, Creative Conflict is a business book written for businesspeople, by businesspeople. It’s your go-to guide for boosting your skills and confidence as a negotiator-and learning to strike a better deal”– Provided by publisher.” (Adapted from Catalogue)

Negotiate without fear : strategies and tools to maximize your outcomes / Medvec, Victoria H.
“Fear impedes negotiators’ success in all types of negotiations and hinders negotiators at all levels. This book will provide a tool-based strategy that readers at all levels can deploy to increase confidence, become fearless negotiators, and maximize negotiation success. Novice negotiators are often fearful because of their inexperience, while seasoned negotiators are fearful because they have so much to lose if the deal falls apart. Included will be unique, proprietary negotiation strategies that Dr. Medvec has developed over her 20 years advising companies in all types of negotiations. These include Medvec’s novel method to connect one’s objectives to negotiable issues, an Issue Matrix to analyze the issues being negotiated and evaluate if the right issues are on the table, a proprietary BATNA Analysis Tool, a unique architecture for creating multiple equivalent simultaneous offers (MESOs) in a negotiation.”– Provided by publisher.” (Catalogue)

Getting to yes : negotiating agreement without giving in / Fisher, Roger
“Since it was first published in 1981 Getting to Yes has become a central book in the Business Canon: the key text on the psychology of negotiation. Its message of “principled negotiations”–finding acceptable compromise by determining which needs are fixed and which are flexible for negotiating parties–has influenced generations of businesspeople, lawyers, educators and anyone who has sought to achieve a win-win situation in arriving at an agreement. It has sold over 8 million copies worldwide in 30 languages …”– Provided by publisher.” (Adapted from Catalogue).  Also available as EBook Libby format and EAudiobook Libby

3 steps to yes : the gentle art of getting your way / Bedell, Gene
“Everybody has to sell something sometime. We’re not just talking about salespeople making quotas. Parents have to sell their kids on the idea of eating vegetables and not taking drugs; managers have to sell their employees on the idea of showing up on time and producing. Getting your message across requires selling yourself and your ideas in a way that guarantees a positive response from the most stubborn listener. Gene Bedell spent a lifetime selling, but he changed his method when he discovered a better way. Three Steps to Yes shows you how to move anyone from no to yes in just three simple steps. It enables you to get people to do what you ask them to do and believe what you want them to believe without being a bully, damaging your relationships, or compromising your principles. All the old-fashioned persuasion techniques — authoritative power, punishment, rewards, verbal manipulation, relationship selling, negotiation — will be a thing of the past once you make this breakthrough three-step technique a part of your life. Three Steps to Yes isn’t a book of selling tricks. It’s a new paradigm that shows you how to persuade your customers, your kids, or your coworkers to let you have your way by recognizing their needs, showing them your core values, and communicating effectively. Full of helpful hints, invaluable tactics, and illuminating anecdotes, Three Steps to Yes is required reading for everyone from managers to mothers, bankers to business execs, and, yes, even salespeople.” (Catalogue)

Negotiation genius : how to overcome obstacles and achieve brilliant results at the bargaining table and beyond / Malhotra, Deepak
“From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.” (Catalogue)

 

 

Negotiation boot camp : how to resolve conflict, satisfy customers, and make better deals / Brodow, Ed
“In this groundbreaking book, motivational guru Brodow identifies the negative assumptions that drive people to avoid negotiation and shows readers how they can settle conflicts amicably while achieving their goals.” (Catalogue)

 

 

15 tools to turn the tide : a step-by-step playbook for empowered negotiating / Freeman, Seth
“Negotiation is hard. It’s especially tough when you feel like the underdog–whether you face a ‘Godzilla’ counterpart, face threats of budget cuts during a downturn, or know that you need a deal more than the other side does. Seth Freeman can help. Freeman is an award-winning professor who has taught negotiation to thousands of leaders and students. His clients range from Fortune 500 executives to kindergarteners, from top corporate lawyers to grad students just beginning their careers, from UN diplomats negotiating global problems to small business owners negotiating terms with suppliers. In 15 Tools to Turn the Tide, he shares field-tested techniques that can turn anyone into a much better negotiator.” (Catalogue)


If you need more information please contact the Prosearch team at the library.  We can help you find information across a range of perspectives and resources.  All enquiries are treated in confidence.

 

Communication in a crisis

 

At some point in the business life cycle you may well have to face a crisis situation.

It could be the necessity to recall a product. It may be having to front to clients and advise a staff member has been caught defrauding the business.

It could be presenting to media after a natural disaster that impacts your service delivery and general business.

Whatever the situation, how it is handled will say a lot about you as a leader, business owner and how you communicate concern for staff and clients.

 

During, and after, a crisis there are right and wrong ways to communicate to staff, customers, with authorities and to the media.

We’ve compiled a list of some of our resources that can assist. As with any disaster preparation the key is having a plan well before the event happens.

 

What Will You Say When Disaster Strikes?’, Bierck, R. (2002).  Harvard Management Communication Letter, 5(5), p. 1. Available through Business Source Premier and requires login.
Discusses the importance of a crisis communication plan. Identification of risk areas; Formation of a crisis communications team; Appointment of spokespeople for different types of crises

What We’ve Learned About Communicating with Employees in an Emergency’, Carmichael, S.G. (2013) Harvard Business Review Digital Articles, pp. 2–5. Available through Business Source Premier and requires login.
The author conveys her thoughts on the lessons learned about communicating with employees in an emergency situation such as the Boston Marathon bombing in Boston, Massachusetts in April 2013.

Crisis Communication : Prepare for crisis communication
Every organization needs to plan how to communicate internally and externally in the event of a crisis. In this course, business communication expert Laura Bergells walks you through the process of preparing your organization to communicate with employees, customers, suppliers, media, and the public at large. She’ll cover identifying audiences, assembling a crisis response team, crafting an initial statement, and evaluating your response once the crisis has passed.
Available through Linkedin Learning.  Requires login 

Managing in Difficult Times : Leading effectively through difficult times
Tough times separate great leaders from the rest. What do leaders do to manage effectively in difficult times? It’s as much about what they do to prepare as it is about how they react. Jan Rutherford introduces important tools for keeping you and your team focused, inspired, and effective during times of change or crisis. Learn how to build self-awareness, achieve clarity and focus, keep innovating despite volatility, and develop a committed team that is resilient in the face of change. He also shares innovative strategies to cut costs, and reframe challenges as opportunities for your team.
Available through Linkedin Learning.  Requires login 

Crisis Communication for HR
When a crisis occurs, it’s critical for businesses to communicate with employees and share one strong, unifying message. HR plays a pivotal role—before, during, and after the crisis. In this course, HR consultant Catherine Mattice Zundel and APR specialist David Oates explain how to create a communication plan so you’re prepared when disaster strikes, share tips for communicating and coordinating work during an active crisis, and discuss how to follow up after the immediate danger is over. Follow along and learn how to keep your employees safe, ensure your culture remains intact, prepare for remote work and task reassignments, and provide necessary training and resources to keep your organization moving forward during challenging times.
Available through Linkedin Learning.  Requires login 

Crisis communications : the definitive guide to managing the message / Fink, Steven
“There are few guarantees in business today. Unfortunately, one of them is the inevitability of a crisis having a potentially major effect on your business and your reputation. When your company finds itself in the midst of a crisis, the ripple effects can disrupt lives and business for the foreseeable future if public opinion is not properly shaped and managed. Skillfully managing the perception of the crisis determines the difference between a company’s life or death. Because in the pitched battle between perception and reality, perception always wins. Fortunately, there is a solution. Crisis communications and crisis management legend Steven Fink gives you everything you need to prepare for the inevitable–whether it’s in the form of human error, industrial accidents, criminal behavior, or natural disasters. In this ground-breaking guide, Fink provides a complete toolkit for ensuring smooth communications and lasting business success through any crisis. Crisis Communications offers proactive and preventive methods for pre-empting potential crises. The book reveals proven strategies for recognizing and averting damaging crisis communications issues before it’s too late. The book also offers ways to deal with mainstream and social media, use them to your advantage, and neutralize and turn around a hostile media environment. (Adapted from Catalogue)

Crisis communication strategies : how to prepare in advance, respond effectively and recover in full / Coleman, Amanda
“Crisis communication is high stakes work. For communications managers and PR professionals, it’s likely to be the most stressful time of their working life. Crisis Communication Strategies is a must-have handbook for laying the groundwork before a crisis hits, meaning that when the inevitable day comes, the company already has policies and procedures in place to leap into meaningful action without delay. Crisis Communication Strategies is unique in the way it equips readers to deal with any kind of crisis – whether caused by internal error, customer action, natural disasters, terrorism or political upheaval. Moving chronologically, the book opens by looking at the skills, policies and procedures that should be set up in advance, during times of normal business operations. It then moves on to look at how those procedures can be activated when a crisis occurs and during the immediate response. Finally, it delivers strategies for true long-term recovery for both the company itself and, where necessary, the wider community. Packed with actionable tips, checklists and global case studies, Crisis Communication Strategies is the essential guide to protecting your company and building true, long-term resilience”– Provided by publisher.” (Catalogue)

Unprecedented leadership : learning to lead in turbulent times / Colley, John L.
“If we’ve learnt anything this decade, it’s that paramount to being a good leader is the ability to lead and manage through a crisis. The best leaders will be able to look directly into the heart of the storm and re-imagine their organizations to ultimately foster new growth. Taking a step-by-step approach, this book guides readers in identifying the severity and potential implications of a crisis situation tackling core topics such as:  *Crisis leadership · *Decision making · *Ethical responsibility ·  *Change management initiatives ·  *Communication ·  *   Leadership development ·  *Coaching
Grounded in cutting-edge theory and combined with engaging, real world case studies and practical exercises, this is an indispensable guide for MBA and Executive students. In fact, this book is ideal reading for anyone who is looking to develop their leadership skills in the most pragmatic and progressive ways. ” (Catalogue)

Crisis leadership : how to lead in times of crisis, threat and uncertainty / Johnson, Tim
Crisis Leadership explores the challenges leaders can face at each stage of a crisis “lifecycle” and offers operational guidance in crisis management at both a personal and organisational level.” (Catalogue)

 

 

Masters of disaster : the ten commandments of damage control / Lehane, Christopher
“Whether you’re a politician caught with his pants down, a publicly traded company accused of accounting improprieties, a family-owned restaurant with a lousy Yelp review or just the guy in the corner cubicle who inadvertently pushed “reply all,” a crisis doesn’t have to be the make-or-break moment of your career. For those of us that aren’t natural spin doctors, it’s hard to resist the impulse to cover your tracks, lie, or act like nothing happened. But resist you must. Full of both lively personal anecdotes and hard-knuckled straight talk, this is a must-read for anyone who wants to emerge with their reputation intact.” (Catalogue)

The devil never sleeps : learning to live in an age of disasters / Kayyem, Juliette N.
“An urgent, transformative guide to dealing with disasters from one of today’s foremost thinkers in crisis management.”The future may still be unpredictable, but nowadays, disasters are not. We live in a time of constant, consistent catastrophe, where things more often go wrong than they go right. So why do we still fumble when disaster hits? Why are we always one step behind? In The Devil Never Sleeps, Juliette Kayyem lays the groundwork for a new approach to dealing with disasters. Presenting the basic themes of crisis management, Kayyem amends the principles we rely on far too easily. Instead, she offers us a new framework to anticipate the “devil’s” inevitable return, highlighting the leadership deficiencies we need to overcome and the forward thinking we need to harness. It’s no longer about preventing a disaster from occurring, but learning how to use the tools at our disposal to minimize the consequences when it does. Filled with personal anecdotes and real-life examples from natural disasters like the California wildfires to man-made ones like the Boeing 737 MAX crisis, The Devil Never Sleeps is a guide for governments, businesses, and individuals alike on how to alter our thinking so that we can develop effective strategies in the face of perpetual catastrophe”–Dust jacket flap” (Catalogue)

The happy healthy leader : achieve your potential even during a crisis / Ireland, Margie
“Imagine waking up every day knowing that no matter what is thrown your way, you have the confidence and skills to sail through any high seas and bad weather, and bring your crew with you. The Happy, Healthy Leader is a guide for leaders who wish to achieve their full potential. It provides a wide range of tools and techniques based on the author’s personal experiences in leadership transformation and her extensive research into what impacts the wellbeing of senior and executive leaders.” (Catalogue)

A question of leadership : leading organizational change in times of crisis / Leslie, Keith
“A fascinating guide to effective leadership in times of crises with a psychological underpinning.” (Catalogue)

 

 

If you would like more information please contact the Prosearch team at the library.  We can help you find information across a range of perspectives and resources.  All enquiries are treated in confidence.