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The Negotiation Book
Your Definitive Guide to Successful Negotiating
- English
- ePUB (mobile friendly)
- Available on iOS & Android
The Negotiation Book
Your Definitive Guide to Successful Negotiating
About This Book
Winner! - CMI Management Book of the Year 2017 – Practical Manager category
Master the art of negotiation and gain the competitive advantage
Now 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
Frequently asked questions
Information
CHAPTER 1
So You Think You Can Negotiate?
“It is what we know already that often prevents us from learning.”Claude Bernard
SO WHAT IS NEGOTIATION?
Why bother negotiating?
volume thresholdThis term is used to determine a level at which benefits such as pricing, discounts, delivery, or other services become applicable.
variableThis can be a price or any term of condition that needs to be agreed.
- what the other person or party wants, needs or believes;
- what they do; and
- how that affects the possibilities.
pressure pointsPressure points are things, times or circumstances which influence the other party’s position of power.
Proactivity and control
Becoming comfortable with being uncomfortable
- any new risks, obligations, conditions, or consequences are presented; and
- any new proposals that you make, which materially change the value of the agreement.
EMPOWERED, INEXPERIENCED NEGOTIATORS REPRESENT A REAL RISK
Table of contents
- Cover
- Epigraph
- Title page
- Copyright
- 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
- Final Thoughts
- About The Gap Partnership
- Index
- EULA