The Negotiation Playbook

WINNER of PERSONAL DEVELOPMENT at the Australian Business Book Awards WINNER of MANAGEMENT & HR at the Australian Business Book Awards Every negotiation is an opportunity — to connect, collaborate and create value If you want better business outcomes, you need the confidence and skill to ask for what you want — and get it. The Negotiation Playbook: Strategies That Work and Results That Last shares tactics and tools to boost your communication skills for more powerful persuasion and more creative problem-solving. Backed by insights from behavioural psychology, this playbook reveals the what, why, when, where and how behind skilful negotiation. Author and negotiation specialist Glin Bayley shows you how to develop more meaningful business relationships in every encounter. With The Value Method™ for negotiation, you’ll discover a five-part framework you can use to generate more successes and better profits. More than this, you’ll learn how to collaborate with stakeholders in a way that generates real, positive impact beyond the bottom line. The Negotiation Playbook shows you how to: Identify and strengthen your own personal negotiation style Analyse the data, understand the value you bring to the table and leverage your position Develop the agility you need to adapt your approach and solve problems creatively and intuitively Strengthen your ability to influence, by seeing and hearing things that others miss Create a strategic plan for any negotiation For anyone who needs to lead, collaborate, bargain, pitch, present or sell, this book offers powerful guidance to achieve long-term sustainable success. The Negotiation Playbook will help you transform your day-to-day challenges — in business and in life — into opportunities for shared rewards.

About the author ix Acknowledgements xiii Introduction xvii Part I: Foundations of value- driven negotiations 1 1 Why we negotiate 5 2 Which negotiator type are you? 23 3 What to consider in negotiation 51 4 Who matters in negotiation 69 5 When to negotiate 91 6 Where to negotiate 111 Part II: The ‘how’ of negotiating with the Value Method 131 7 V — Identify your value 135 8 A — Analyse the data 159 9 L — Understand your leverage 187 10 U — Embrace feeling uncomfortable 213 11 E — Execute the plan 235 12 Values for successful negotiation 253 A final word 275