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153 pages

English

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Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal?Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day. Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful. With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

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Gestion et management

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Publié par	Canongate Books
Date de parution	06 juin 2019
Nombre de lectures	0
EAN13	9781786896179
Langue	English

Informations légales : prix de location à la page 0,0600€. Cette information est donnée uniquement à titre indicatif conformément à la législation en vigueur.

Extrait

Igor Ryzov is a business coach for companies across Russia, and has been a business technology teacher since 2006. He runs open and corporate ‘Hard Negotiations’ training sessions. The Kremlin School of Negotiation won the 2016 PwC award for best business book in the Russian language. Alex Fleming is a translator working from Swedish and Russian into English. Her previous translations include works by Maxim Osipov, Therése Söderlind and Cilla Naumann, and in 2015 she was awarded the British Centre for Literary Translation's Emerging Translator Mentorship for Russian. She is based in London.

The trade paperback edition published in Great Britain in 2021 by Canongate Books
First published in Great Britain, the USA and Canada in 2019 by Canongate Books Ltd, 14 High Street, Edinburgh EH1 1TE
First published in Russia in 2016 by Eksmo Publishing House LLC
Distributed in the USA by Publishers Group West and in Canada by Publishers Group Canada
canongate.co.uk
This digital edition first published in 2019 by Canongate Books
Copyright © Igor Ryzov, 2016 Translation © Alex Fleming, 2019
The right of Igor Ryzov to be identified as the author of this work has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988
The moral right of the translator has been asserted
Every effort has been made to trace copyright holders and obtain their permission for the use of copyright material. The publisher apologises for any errors or omissions and would be grateful if notified of any corrections that should be incorporated in future reprints or editions of this book.
British Library Cataloguing-in-Publication Data A catalogue record for this book is available on request from the British Library
ISBN 978 1 78689 619 3 eISBN 978 1 78689 617 9
CONTENTS
AUTHOR’S NOTE
INTRODUCTION
CHAPTER 1: MASTERING THE KREMLIN SCHOOL OF NEGOTIATION
Identifying your negotiation opponent’s goals and motives
Who is stronger in negotiations – the lion or the fox?
Being the lion in pursuit of your interests
Recognising your opponent’s behaviour: four behaviour types, from the ‘teenager’ to the ‘tank’
Regulating tensions around the negotiating table
CHAPTER 2: LEARNING TO TELL A COMPROMISE FROM AN UNNECESSARY CONCESSION
Creating a negotiation budget: four key components that affect results
Build a magic polygon of interests
CHAPTER 3: FIVE KEY TECHNIQUES THAT GET RESULTS IN TOUGH NEGOTIATIONS
Eye contact as a guarantee for success
Shielding yourself from ‘need’ and fear
Saying ‘no’ without damaging relationships
The position of ‘host’ spells success
Finding your cause
CHAPTER 4: NEGOTIATING IN TOUGH CONDITIONS
Protecting yourself from pressure and manipulation
Three important measures for controlling your emotions
CHAPTER 5: SEVEN TECHNIQUES FOR REACHING AGREEMENTS WITH A TOUGH OPPONENT
How to parry small jabs and figure out your opponent’s position
Turn battle into co-operation
Use connectors to unearth a manipulator’s motives
Disputing the right way, without provocation
Dodging rudeness
A joke and a kind word – guarantees of success with even the most aggressive opponents
The ‘humour’ technique
CHAPTER 6: GENTLY AND DISCREETLY CHANGE AN OPPONENT’S POINT OF VIEW
Showing your opponent the benefit of your proposals: a play on contrasts
A trusty way of nudging your opponent towards the ‘right’ decision
Don’t fall for a quick ‘yes’
The answer to the hardest question
To catch something first let it go
Do I need to reciprocate gifts?
CHAPTER 7: BUILDING A NEGOTIATION ROADMAP
What governs negotiations? The role of strategy and tactics
Building a roadmap and what you will need
Some personal impressions on negotiating with international opponents
SAMPLE ANSWERS TO EXERCISES
NOTES
AUTHOR’S NOTE
W hat prevents us from achieving our goals? The answer, of course, will depend on the situation. Whenever a person has a goal they want to accomplish, they will first (if they are mildly practical, at least) consider what obstacles they will have to overcome. And often they’ll find that the list of potential obstacles could quite easily go on forever.
So what prevents negotiators – even very experienced ones – from achieving their goals? Inflexibility, unwillingness to compromise, personal ambitions . . . yes, that list could also go on for a while.
In my workshops, I am often asked similar questions. When I answer, I always give thought to the specific circumstances at hand. However, over the years I have come to realise that it would make sense to provide some more general answers, too. This is how the idea for this book was born, although it should be said, it isn’t only about providing answers. With this book, I wanted to create a teaching aid to guide you through one of the most complex disciplines of any business course – a negotiation manual, if you like. In it, I have included exercises that will not only help you to discover a variety of effective negotiation methods, but, more importantly, to put them into practice straight away. This book will become your very own negotiation tool, a personal arsenal of ‘combat’ techniques.
When I say ‘you’, I mainly have in mind those who have already discovered negotiation as both a science and a true art. This book will be of use to anyone who wants to prepare for negotiations in advance, considering all of the possible steps and alternative scenarios that might arise. These are no empty words: in my own studies – which include time spent at the Camp Negotiation Institute in the USA – I have always tried to put the most valuable lessons into practice. Every thought set down on these pages has passed through my own personal prism of perception, experience and awareness. Barring the odd historical or diplomatic reference, all of the examples in this book come from my own experience. The recommendations and advice have been honed over time, and their advantages thoroughly analysed. So who has been doing this analysis, and when?
Well, reader, at the risk of sounding arrogant, the answer is: me. A man with over seventeen years’ experience in sales and purchasing. A man who has spent almost half of his sixteen-hour working day leading tough – often at first glance hopeless – business negotiations.
Let me establish one point up front: despite the book’s title, these negotiation techniques in no way encourage rudeness or excessive pressure. Quite the opposite, as it happens.
Modern life often pits us against a wide range of characters – from ‘yobs’ to ‘louts’, ‘ball-breakers’ to ‘princes’ – with whom, like it or not, we still have to do business. These people’s negotiating styles can, if not completely discourage and confuse, make it hard for us to get the results we need.
In this book, I will also present to you the special techniques for tough negotiations employed, among others, by the Russian secret services. Here, you will learn some basic strategies that will allow you to put yourself in the driving seat and maintain command in complex negotiations. In addition, you will also get the chance to perfect and put into practice skills that will help you to steer tough negotiations. These skills must be honed, so this book comes complete with extensive exercises. Negotiation is, first and foremost, about practice. Good luck!
LOOK OUT FOR THESE SYMBOLS:

important information / key points

examples and situations

definitions and rules

conclusions

anecdotes

stratagems

examples from history and diplomacy

questions for the reader

exercises
INTRODUCTION
I am sure we all have a clear memory of the things we enjoyed doing when we were little kids; as we grew up; when we got our first student cards . . . Well, when I was a student I, like many of my friends and classmates, took up karate. It was an exciting sport with a certain prestige, and besides, damnit, I was a man ! You can probably picture how our training sessions looked: a giant sports hall, a coach teaching kids specific moves, skills and techniques. Of course, there was one golden rule: no fighting in the streets. We’d spar, of course, but within the sports hall contact was always limited – it was something dangerous, forbidden. Even so, we could (and generally did) consider ourselves successful fighters: after all, we took part in meets and workshops, went to sports camps, learned and perfected new moves, showed off our skills at various competitions – which we won, of course, earning ourselves belt after belt. So we were justified in thinking we were serious fighters. We had complete confidence in our skills and in ourselves. However, one very banal event put us all back in our place.
Late one night, me and the guys were on our way home from practice. Three kids that looked like bad news came up to us and asked us for ‘a smoke’. Now, in that sort of situation, a request for ‘a smoke’ never feels completely harmless; it was fairly reasonable for us to expect it to be followed up with some trick straight out of the playbook. But hey, we did karate, we weren’t about to let them scare us! So what did we do? You guessed it. Without the slightest doubt in our own professionalism, we immediately decided to fight. Of course we did: we were sportsmen, we had mastered a true martial art – we definitely had the upper hand. On paper, that is. But.
Yes, there was a ‘but’. And it turned out to be pretty decisive. You can probably guess that our calculations came up short. We got whipped. Pummelled, even. I’ll be honest, it was a big knock, both physically and emotionally. Those street thugs turned out to be way faster and stronger than us. And although they had nothing on us when it came to our training in specialist combat techniques, we didn’t even get a look-in.
Turns out, a street thug is stronger than any sportsman trained in a sports hall. Why? Well, while a sportsman may have specific skills and training, they’ll be lac