Book description
Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives.
For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether—for instance, in such areas as international diplomatic services, including hostage and kidnap situations.
As you’ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn:
In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life.
Table of contents
- Cover
- Title
- Copyright
- Apress Business
- Contents
- About the Authors
- Introduction
- Chapter 1: Our Philosophy of Negotiation
- Chapter 2: Strategies for Resolving Conflict
- Chapter 3: Our Four Negotiation Mantras
- Chapter 4: Overview of the Five Phases of Negotiation
- Chapter 5: Ten Golden Rules for Successful Negotiation
- Chapter 6: Negotiation Planning in Practice
- Chapter 7: The RDC Ten-Point Plan
- Chapter 8: Negotiating for a Super-Win
- Chapter 9: Detailed Proposal Design (The Jellyfish)
- Chapter 10: Breaking a Negotiation Deadlock
- Chapter 11: Cross-Cultural Issues in Negotiation
- Chapter 12: Hostage Negotiation Perspective
- Chapter 13: Diplomatic Negotiation Perspective
- Chapter 14: The Physical Arrangements
- Chapter 15: Strategic Framework for Negotiation
- Chapter 16: Summary and Conclusion
- Appendix A: Negotiating Styles
- Appendix B: Negotiation Influence Behaviors
- Index
- Other Apress Business Titles You Will Find Useful
Product information
- Title: Advanced Negotiation Techniques
- Author(s):
- Release date: February 2015
- Publisher(s): Apress
- ISBN: 9781484208502
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