Introduction: The Evolving World of Negotiation 1

A Forgotten Potential in Negotiation 2

Capitalizing on Potential 2

Is Negotiation a Science or an Art? 2

Introduction to a New Era: Negotiation in a World of Sharks-and AI 3

The New Negotiator at the Table: Artificial Intelligence 4

The Evolution of Negotiation: From Zero-Sum to AI-Enhanced Value Creation 4

Understanding AI's Role in Modern Negotiation 5

The SMARTnership AI Framework 6

Challenges and Ethical Considerations 6

Practical Implementation: Getting Started with AI-Enhanced Negotiation 7

Looking Ahead: The Future of AI in Negotiation 8

Conclusion: A New Era of Value Creation 8

Part I The Foundations of Negotiation:

Strategy, Value, and AI 9

1 The History of Negotiation 11

How AI Is Shaping Negotiation 13

Data-Driven Preparation 13

Enhanced Decision-Making 13

Real-Time Assistance 13

Cross-Cultural Negotiation 14

Efficiency and Scalability 14

Challenges and Ethical Considerations with AI 14

A New Era of Negotiation 15

2 Compelling Reasons to Focus on AI for Negotiations 17

The New Attendee at the Negotiation Table: AI 18

The AI Edge: Enhancing Negotiation Capabilities 19

The Human Advantage: Why People Still Drive Negotiation 20

Better Together: The Human-AI Alliance 20

The Three A's: Your Guide to Mastery in AI-Enhanced Negotiation 21

3 Revolutionizing Commercial Relationships: The SMARTnership Approach 23

The Roadmap for SMARTnership 24

The [...] Trillion Opportunity You're Ignoring 24

What Is NegoEconomics? 25

Enter SMARTnership 27

Distributive Negotiations Generates Poor Economics for All 27

A Bigger Pie Means More for Everyone 28

SMARTnerships, Partnerships, or Zero-Sum Games 29

Do You Actually Have a Negotiation Strategy? 29

SMARTnership in Action 30

The SMARTnership Advantage 31

Lessons for SMART Negotiators 32

Ten Landmark Negotiations: Mastering the Art of Strategic Deal-Making 32

Tesla and Panasonic: Powering the Future 32

Disney and Pixar: Creativity Meets Corporate Strategy 32

IBM and Lenovo: Strategic Global Shift 33

The Camp David Accords: Peace in the Middle East 33

Google's Acquisition of YouTube: Scaling Digital Content 33

Microsoft's Acquisition of LinkedIn: Building a Professional Network 34

The Paris Climate Agreement: Global Cooperation for a Common Goal 34

Amazon's Purchase of Whole Foods: Revolutionizing Retail 35

Sony and Marvel Studios: The Spider-Man Deal 35

PayPal and eBay: Merging for Mutual Growth 35

The Art of Strategic Deal-Making 36

4 Defining the Rules of the Game and Creating a Strategy 37

Discussing Negotiation Before Negotiating 37

Articulating a Negotiation Strategy for the Organization 38

The Negotiation Code of Conduct 39

Crafting Your Own Code of Conduct 40

Conscious and Unconscious Negotiation with Yourself 41

Preconceived Notions 41

Time Is Negotiable 42

Reschedule and Take Control 42

Thinking Through the Transaction Ahead of Time 44

Working with an Agenda 44

Understanding the Other Party's Intentions 44

The Advantage of Preparing an Agenda 45

Collaborating on an Agenda 45

Advantages of Using an Agenda 45

Taking the Initiative 45

Controlling the Other Party 45

Becoming More Prepared 46

When an Agenda May Not Be Suitable 46

Understanding the Other Party's Requirements 46

Integrating AI to Define the "Rules of the Game" and Develop a Negotiation Strategy 47

Leveraging AI to Define the Rules of Engagement 47

AI-Enhanced Negotiation Strategy Development 47

Suggested Prompts for AI Integration 48

5 Prerequisites for a Successful Collaboration Agreement 49

Requirements for Success 49

The Chemistry Must Be Right 49

Both Parties Must Believe in the Collaboration Model 50

You Must Have Rational and Knowledgeable Negotiators 50

You Must Have Communication Proficiency 51

You Need a Spirit of Generosity 51

Creativity Must Be a Priority 51

How AI Can Help Craft and Execute Successful Collaboration Agreements 51

Ensuring Compatibility: The Role of Human Chemistry 52

Encouraging Belief in the Collaboration Model 52

Enhancing Rationality and Knowledge in Negotiations 53

Improving Communication Proficiency 53

Fostering Generosity 54

Encouraging Creativity in Solutions 54

Supporting Managerial Tasks 54

6 Unveiling Value: The Hunt for NegoEconomics in Every Deal 57

Key Principles of NegoEconomics 57

Example: Selling a Gaming Console 58

Example: Car Dealership Negotiation 58

Benefits of Focusing on NegoEconomics 59

The Room for Negotiation 59

Simple Model to Locate NegoEconomics 59

Locating NegoEconomics in a Project 61

Examples of NegoEconomics 62

From Public Authority to Commercial Enterprise 63

Buying a Table in the 1950s: A Detailed Process 63

Understanding the Shift in Furniture Packaging and Industry Transformation 64

Lessons from the Furniture Industry's Evolution 66

Benchmarking and Applying NegoEconomics 66

Financial Variables as NegoEconomic Opportunities 67

Terms of Payment 67

Ownership Models 68

Pricing and Budgeting 68

Currency Management: Money, Goods, or Services 71

Initial Payments and Royalties 72

A Strategic Approach to Balancing Requirements, Costs, and Negotiation 73

Economies of Scale 75

Time in Agreements 76

Purchasing Patterns and Modern Commerce 77

Rights 78

Example: Tesla and Rivian Collaboration 78

Leveraging AI in NegoEconomics 79

Example: AI in Action for Tesla and Rivian 81

AI Prompt Examples for NegoEconomics 81

Part II Mastering the Art of Strategy 85

7 The Power of Generosity in Negotiation 87

Rethinking Negotiation: A "Giver" Mindset 87

Generosity as Strategic Capital 88

SMARTnership and Generosity 88

Overcoming the Myth: Why Generosity Isn't a Weakness 88

Tru$tCurrency and the "Giver Advantage" 89

The Giver as the Ultimate Negotiator 89

The Real Cost of Cheap 90

Negotiation as the Antidote to Price Frenzy 91

A New Paradigm for Negotiation 91

8 Success Is Based on Trust and Openness 93

Building a Relationship with Your Counterpart 93

Two-Way Communication 94

Participate in an Open Dialogue 94

Listen Actively 95

Be Clear on What You Want 96

Say What You Mean-Clearly and Directly 96

Use Open Calculations 98

Conflict Destroys Relationships 99

A Third Party Can Help Build Rapport 99

Informal Contacts Can Offer Valuable Insights 100

Backdoor Selling 100

A Tour of the Production Plant 101

Understand Your Counterpart 102

Using Alternatives to Strength Your Position 104

Use Alternatives as a Trial Balloon 104

Handling Trial Balloons Effectively 105

Preventing Negotiations from Becoming Deadlocked 105

Breaking a Deadlock in Negotiation 106

Moving Past a Deadlock 107

Breaking the Stalemate 108

Avoiding Imbalance in the Information Flow 110

Don't Let the Counterpart Define the Playing Field 110

Use Questions as a Negotiation Technique 111

Using Hypothetical Questions Strategically 113

How AI Can Assist in Creating a Culture of Trust and Openness in Negotiations 114

Analyzing Human Chemistry and Compatibility 114

Enhancing Communication Proficiency 114

Facilitating Two-Way Communication 115

Building Trust Through Open Calculations 115

Improving Rapport Through Informal Interactions 115

Enhancing the Use of Visuals and Demonstrations 116

Breaking Deadlock with Data 116

Using AI to Manage Information Flow 117

9 Valuing Trust 119

How Can You Value Trust? 119

Creating Trust 120

Apple iTunes 120

Amazon's "Customer Obsession" and AI Integration 120

Netflix's "Continue Watching" Feature 121

How AI Can Enhance Trust in Business 122

AI-Driven Insights for Building a Trust Strategy 122

Why AI Matters in Trust-Building 124

10 The Different Negotiation Styles 125

The Five Main Negotiation Styles 125

DISC Styles in Negotiation: Adapting to Achieve Better Outcomes 126

What Is DISC? 127

Negotiating with the Four DISC Styles 127

Dominance (D): The Results-Driven Negotiator 127

Influence (I): The Relationship-Oriented Negotiator 128

Steadiness (S): The Harmonious Negotiator 129

Compliance (C): The Analytical Negotiator 129

DISC Styles in Negotiation Teams 130

Dominance (D): The Natural Leader 130

Influence (I): The Engaging Communicator 130

Steadiness (S): The Dependable Anchor 130

Compliance (C): The Analytical Expert 131

Balancing DISC Styles for Success 131

How AI Can Assist in Leveraging Negotiation Styles and DISC Framework 131

AI's Role in Supporting Negotiation Styles 132

Behavior Analysis 132

Dynamic Strategy Recommendations 132

AI's Role in DISC-Based Negotiations 132

DISC Profiling 132

Team Optimization 133

Simulating DISC Scenarios 133

Real-Time Feedback 133

Additional Prompts for AI Assistance 134

Benefits of Using AI for Identifying...