Book description
Master the art of negotiation and gain the competitive advantageNow revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book:
- Explains the importance of planning, dynamics and strategies
- Will help you understand the psychology, tactics and behaviours of negotiation
- Teaches you how to conduct successful win-win negotiations
- Gives you the competitive advantage
Table of contents
- About the Author
- Acknowledgments
- Preface
- Chapter 1 So You Think You Can Negotiate?
- Chapter 2 The Negotiation Clock Face
- Chapter 3 Why Power Matters
- Chapter 4 The Ten Negotiation Traits
- Chapter 5 The Fourteen Behaviors that Make the Difference
- Chapter 6 The “E” Factor
- Chapter 7 Authority and Empowerment
- Chapter 8 Tactics and Values
-
Chapter 9 Planning and Preparation that Helps You to Build Value
- PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE
- EACH AND EVERY DEAL IS UNIQUE
- UNDERSTANDING VALUE
- THE SIX PRIMARY VARIABLES
- WORKING WITH VARIABLES
- KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH
- RISK AS A NEGOTIABLE
- PREPARING TO MANAGE COMPLEXITY
- PLANNING FROM A PRACTICAL PERSPECTIVE
- KEY TAKEAWAYS
- Final Thoughts
- About The Gap Partnership
- Index
- EULA
Product information
- Title: The Negotiation Book
- Author(s):
- Release date: December 2015
- Publisher(s): Wiley
- ISBN: 9781119155461
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