Negotiating in the Age of Integrity

We all negotiate every day of our lives right, from "you get up first and I'll make the breakfast" to "why don't you stop-off at the supermarket on the way home and I'll pick up the dry cleaning?"… then we get to work and it really starts.

And because we are involved in negotiation so often we take it for granted, it becomes automatic, instinctive. No problem with this if it is only a matter of getting the kids to keep their room tidy, but when it comes to buying a car or a business deal it's a very different matter.

Wayne Berry is convinced that to achieve the most desirable result when we are negotiating our behaviour should be counter-instinctive and based on the quality of relationships. In this book he explains what this means and how it works using detailed, highly practical and user-friendly strategies, from the 20 Sources of Power to the 34 Common Mistakes of Negotiating, from numerous Ploys and Gambits to the Character Traits of a Master Negotiator.

• Preface
• Introduction — Why Most People Become Shark Bait in Negotiations
• Counter Instinctive Behaviour
• Manipulation
• Part One — Characteristics of TOP GUN^® Negotiators
• Part Two — The Counter Instinctive Model of Negotiating
• Preparation
• Rapport
• Gathering Information
• Probing and Exploring Options
• Bartering
• Finalising or Nailing Down
• Part Three — Sources of Power in Every Negotiation
• Attitude
• Commitment
• Strategy
• Legitimacy
• Information
• Time
• Risk
• Options and Alternatives
• Walking Away
• Being in Rapport
• Competition
• Titles
• Rewards and Punishments
• Charisma
• Expertise
• Environment
• Health and Well-being
• Situation
• Referent Power
• Unpredictability
• Part Four — Ploys, Gambits and Dirty Tricks
• The Nibble
• The Flinch
• The Higher Authority
• The Bottom Line
• The Vice
• Good Guy/Bad Guy
• The Set Aside
• The Hot Potato
• Splitting the Difference
• The Trade Off
• Funny Money
• The Walk Away
• Delaying and Stalling
• The Pre-Condition
• Personal Attacks
• Precedents
• The Withdrawn Offer
• The Fait Accompli
• The Decoy
• The Puppy Dog
• The Call Girl
• Part Five — Dealing With Different Negotiating Styles
• Part Six — Common Mistakes in Negotiating
• Part Seven — Putting It All Together

I fell for the title. It can be read, but it is sometimes making too broad assumptions.