Win win: how to get a winning result from persuasive negotiations

✍ Scribed by Arden, Derek

• Publisher: FT Press; Pearson
• Year: 2015
• Tongue: English
• Leaves: 297
• Category: Library

✦ Synopsis

Negotiation is an essential business skill; but do you really know howto do it really well? This is yoursimple, straightforward and empowering guide to effective business negotiations will help youget the resultyou want first time, every time.

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✦ Table of Contents

Cover......Page 1
Contents......Page 8
About the author......Page 10
Author’s acknowledgements......Page 12
Publisher’s acknowledgements......Page 13
Foreword......Page 14
Introduction......Page 16
Part 1 Why negotiation matters......Page 20
1. We are all negotiators......Page 22
2. The cost of not negotiating......Page 28
3. The win win win of negotiating......Page 38
4. Rate your negotiation skills......Page 50
5. Who has the power?......Page 56
Part 2 The 11 steps of negotiation......Page 60
6. Prepare and plan......Page 62
7. Give a great first impression......Page 80
8. Ask the right questions......Page 90
9. Listen well......Page 104
10. Use your head......Page 116
11. Read body language......Page 136
12. Watch out for lying......Page 158
13. Use the right strategies and tactics......Page 170
14. Influence the other side......Page 196
15. Know how to bargain......Page 216
16. Know how to handle conflict......Page 238
17. Rate your negotiation skills again......Page 256
Part 3 Hotspots......Page 258
Hotspot 1 How to ask for a salary increase......Page 260
Hotspot 2 How to negotiate a discount......Page 264
Hotspot 3 How to negotiate on the phone......Page 268
Hotspot 4 How to negotiate as a team......Page 270
Hotspot 5 How to negotiate by email......Page 273
Hotspot 6 How to negotiate internationally......Page 276
Index......Page 288