The practical e-guide that gives you the tools you need to improve your negotiation skills.
Discover how to improve your negotiating skills by defining your style, preparing properly, and designing your meeting structure. Learn how to build relationships, develop trust, and negotiate fairly, and pick up essential tips on different negotiating styles and how to react to various scenarios.
Essential Managers: Negotiating gives you a practical "how-to" approach with step-by-step instructions, tips, checklists and "ask yourself" features showing you how to focus your energy, engage and persuade, and reach a workable compromise.
Whether you're new to negotiating, or keen to enhance your existing skills, this is the e-guide for you.
Author(s): Dorling Kindersley
Series: DK Essential Managers
Edition: New
Publisher: Dorling Kindersley Limited
Year: 2022
Language: English
Commentary: Negotiating new edition
Tags: Negotiating new edition
Contents
Introduction
Chapter 1 Preparing to negotiate
Becoming a negotiator
Understanding negotiation dilemmas
Being prepared
Designing the structure
Chapter 2 Setting your style
Defining negotiation styles
Defining interest-based negotiation
Negotiating from the whole brain
Creating win-win deals
Building relationships
Developing mutual trust
Negotiating fairly
Chapter 3 Conducting negotiations
Negotiating with power
Making offers and counteroffers
Making concessions
Being persuasive
Managing impasses
Avoiding decision traps
Managing emotions
Dealing with competitive tactics
Closing the deal
Chapter 4 Developing your technique
Negotiating as a team
Dealing with many parties
Negotiating internationally
Using a coach
Being a mediator
Learning from the masters
Index
Acknowledgments
