The Negotiation Edge, livre ebook

The Negotiation Edge is a two-part book that will make you a better negotiator.

The first half is a negotiating tutorial complete with checklists and worksheets. It details on how-to engage, prepare, select a leader, build a support team, identify roles, set communication guidelines, instruct meeting behavior, read the other side, and determine the best strategies (compete | collaborate | compromise) using a three-act negotiating structure.

The second half of the book is the author’s twenty-five best and worst negotiating experiences with his insightful lessons learned with Walmart, Amazon, Target, NFL, NBA, NHL, PBS, National Geographic, BBC, Netflix, Warner Bros., Disney, Universal, Fox, Paramount, Sony, Lionsgate, Tiger Woods, Oprah Winfrey, and Martha Stewart.

• Foreword ix
• Introduction xi
• Part One: How to Gain and Leverage the Edge 1
• Chapter 1: The Negotiation Engagement: How to Gain the Opening Edge 3
• Chapter 2: Negotiation Leaders: Effective Traits and Behaviors 13
• Chapter 3: Your Negotiation Team: How to Build and Manage It 25
• Chapter 4: Negotiating Room Behavior: Know the Expectations and Learn the Etiquette 33
• Chapter 5: Negotiation Preparation: How to Gain the Early Edge 41
• Chapter 6: Negotiation Psychology: How to Read and React to Gain the Edge 53
• Chapter 7: Negotiation Strategy: How to Compete, Collaborate, and Compromise 65
• Chapter 8: The Negotiation Performance: How to Conduct the Three-Act Narrative 73
• Chapter 9: Negotiating Content Deals: Matching Risk and Reward 93
• Part Two: Lessons Learned 101
• Chapter 10: Negotiation Stakeholders in Crisis: How to Survive, Adapt, and Thrive in Disruption 103
• Chapter 11: Negotiating Versus Big Retail: Wal-Mart, Target, and Amazon 113
• Chapter 12: Negotiating Professional Sports Content: Part One: The NFL and NBA 127
• Chapter 13: Negotiating Professional Sports Content: Part Two: NHL, WCW, NBA (Part 2), and Others 137
• Chapter 14: Negotiating TV Content: PBS, BBC, and National Geographic 145
• Chapter 15: Negotiating Celebrity Content: Tiger, Oprah, Martha, and the Twins 153
• Chapter 16: Negotiating Versus Industry Disruptors: How Netflix and Redbox Beat the Studios 167
• Chapter 17: Movie Studio Negotiations: Part One: Redbox Versus Warner Bros., Fox, and Universal 179
• Chapter 18: Movie Studio Negotiations: Part Two: Redbox Versus Disney, Lionsgate, Paramount, and Sony 193
• Epilogue: Negotiate Coming and Going 203
• Glossary 205
• Bibliography 215
• About the Author 217
• Index 219