Advanced Negotiation Techniques

by Alan McCarthy, Steve Hay

This book provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques and real life examples to help you achieve your negotiation objectives. For 25 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been businesses that have learned how to sell more successfully. Other clients have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether – in such areas as international diplomatic services. This book explores some of the similarities between negotiations in these different realms plus hostage and kidnap situations. The RDC philosophy is centred on business ethics and a principled approach to negotiation that maximises the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. Alan McCarthy has personally conducted high profile negotiations and also coached other professionals in negotiation throughout his career. He began as an award winning salesman and negotiated at different times for Rank Xerox, Exxon, US Lines and ICL. Alan founded RDC in 1987 and began training, developing and consulting in: Negotiating; Relationship Selling; Target Account Management; and Sales Team Direction. He has conducted over 530 assignments and his wide range of training material is firmly based on experience to encourage the development of pragmatic skills. His unique style and experiences in high-stake negotiations has resulted in his clients securing 'Win-Win' results in sales, key purchases and other types of deals. Alan continues to deliver successful programmes to a wide variety of clients including Microsoft, Oracle, BT and Siemens plus a large number of smaller companies in a variety of industries. Steve Hay has been an associate of RDC since 1987. He began his career as a commercially oriented Accountant then developed a proven record of success in risk management and across a variety of projects and roles in banking; governance; audit; and supply chain management. Steve has been successful in both the private and public sectors. His consultancy work in the UK and overseas has benefitted from his track record of driving value creation through continuous improvement and change management – dealing with negotiation, outsourcing, cultural leadership, development and motivation of teams. This book takes you through a system for planning and conducting negotiations that will steer you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organisations applying it daily. All of the RDC clients using these techniques agree they are easy to implement, efficient to review and effectively point to regular achievement of negotiation objectives. The following is a selection of what people have said about the RDC negotiation techniques: "We’ve developed more standard terminology to improve our communications and effectiveness, and we are more methodical with how we approach the customer to communicate our value and keep the opportunity from becoming a price negotiation" – JH, Microsoft.
“Lessons learnt from a Master: don’t negotiate unless you need to. Negotiation training made the team be aware, listen intently and make value based decisions” – BB, Microsoft.
“If you put Alan McCarthy in a tank with a great white shark, it wouldn’t last 2 minutes in the negotiation" – JB, SAS.
“We have been using RDC’s Negotiation Training for the past two years as one of the required training programmes that all of our sales personnel attend. What makes it so refreshing is that it is conducted by someone who can do it in the real world rather than the often seen ‘if you can’t do it, teach it’ style” – NE, SAP (UK).

ebook

First published February 13, 2013

Reviews

[Steve Walker · Rating 3 out of 5]

Dry. Some good stuff. Could have been condensed to 20 or 30 pages