- Preparing for Negotiation: Understand issues thoroughly
- In the Negotiating Arena: Develop viable options prior to and during negotiation
- After the Negotiation: Prepare for future negotiations
Robert D. Rutherford, Ph.D. is a businessman and teacher. He speaks and writes with unusual power and authority. Dr. Rutherford draws on three decades of experience teaching, negotiating professionally, writing, and speaking to thousands of men and women worldwide.
He has taken the best of these experiences and has combined them with wisdom, humor, and his own insights to create excitingly presented, readily understandable advice on dealing successfully with anyone, anywhere, on any matter.
He has been called on to serve the negotiating and management development needs of executives and managers in a wide variety of small and large organizations.
As CEO of the international management-training firm, he has consulted with and trained tens of thousands of professionals.
Organizations as California Institute of Technology (Caltech), Lucent Technologies, Honeywell, IBM, Chevron Oil, National Renewable Energy Laboratories, Sony, Disney Corporation, NASA, Boeing, Alcatel, Motorola, Federal Laboratories Consortium, Seagate, Unisys, FBI, DEA, U.S. Department of Navy, Army and Air Force.
Dr. Rutherford has hosted a weekly television show, served on the Board of Directors for several corporations. His work has been covered in such publications as Business Week, Wall Street Journal, and Success Magazine and translated into foreign languages and syndicated by the Los Angles Times and other major newspapers.
He was the Director of Executive Education for the Graduate School of Management.
Preparing for Negotiation:
1.Know the Purpose
2.Understand issues thoroughly
3.For each party list:
a. Needs, wants, concerns
b. Strengths and weaknesses
c. Best Options
4.Assess ability to negotiate
6.Develop commitment to negotiate
7.Select appropriate strategies
8.Cost Benefit Analysis
In the Negotiating Arena:
1.Seek win-win results when possible
2.Expect to win
3.Manage both parties’ expectations
4.Know what you want
5.Avoid me vs. them attitude
6.Watch body language
8.Develop viable options prior to and during negotiation
9.Give and take creatively
10.Use power sources
11.Focus on needs and wants
13.Gain best agreement
After the Negotiation:
1.Get clear signed agreement
3.Reinforce the mutual benefits
4.Prepare for future negotiations
Books by Rob Rutherford, Ph.D.
- Are You Soaring or Wobbling? Parables for Successful Living
- Just in Time: Immediate Help for the Time Pressured
- Twenty-Five Most Common Mistakes Made in Negotiating and What You can do about them
- How to Get From No to Go: The Magic of Negotiating Winning Agreements
- 25 Common Mistakes Made In Negotiating and What you Can do about them…
- The Manipulation Trap: How to Deal with Would-Be Difficult and Manipulative Buyers: A Seller’s Guide to Success and Sanity