The Practical Negotiation Handbook
Kogan Page Ltd (Verlag)
978-1-3986-0182-6 (ISBN)
Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually.
The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small.
Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
Melissa Davies is a negotiation expert, professional trainer and coach based in Geneva, Switzerland. She is the founder of negoservices Sàrl and has over 25 years' experience in negotiating agreements and building lasting partnerships around the world. She leads workshops in negotiation skills and conflict management for businesses, universities, research institutes and not-for-profit organizations, and is a visiting lecturer at Geneva School of Business Administration, University of Applied Sciences Western Switzerland.
Chapter - 00: Preface - Why this book fills a market need;
Chapter - 01: Introduction and mind-set;
Chapter - 02: The five-step negotiation process;
Chapter - 03: Prerequisites and positioning your goal;
Chapter - 04: Step 1 - Contextual analysis;
Chapter - 05: Step 2 - Preparing your goal and your roadmap;
Chapter - 06: Step 3 - The encounter(s);
Chapter - 07: Step 4 - The offer;
Chapter - 08: Step 5 - The implementation;
Chapter - 09: A few words on gender and negotiation;
Chapter - 10: Stand out as an excellent negotiator
"In this book Melissa provides the necessary toolbox for having the right mindset and a structured approach to long-lasting negotiations."
"This book represents the distillate of many years of professional negotiation experience - it simply works."
""Caution! This book could fundamentally change how you think about negotiation. Taking advantage of her extensive experience in partnerships building, Melissa Davies gives us a thorough and handy guide to bringing out the best in our negotiations and achieving sustainable collaborations. You will find this book fascinating, and your counterpart will be delighted that you have read it. I loved Melissa's very simple and rigorous approach. It was interesting to put it in perspective with what we teach at university: both we (based on scientific studies) and Melissa (based on her experience) arrive at very similar conclusions. Does this mean that for once theory and practice meet?""
"I've been applying Melissa's life-changing approach to negotiation on work and personal projects, and it has done wonders to establish the best outcome in any situation. I would recommend this read to all my friends and co-workers."
"I consider negotiation a key survival skill that can be learned and practiced continuously to achieve more in life and at work, now and in the future. Melissa's book is very easy to read and I agree with her that "the best indicator of a successful negotiation is its sustainability". Melissa establishes interesting links with the solution focused coaching methodology and explores some original angles, like gender diversity or the challenges related to remote communication in critical conversations. Enjoy the read!"
"A systemic view of negotiation with clear procedures and helpful examples. I can now prepare myself for negotiations in a completely different way and I know to respond much better to my counterpart."
"Very good read. I particularly like that the author clearly distinguishes between negotiations and other means of reaching a solution, and discusses under which circumstance either have their justification."
"This practical handbook will become your best partner for preparing and conducting important negotiations."
| Erscheinungsdatum | 04.10.2021 |
|---|---|
| Verlagsort | London |
| Sprache | englisch |
| Maße | 156 x 234 mm |
| Themenwelt | Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft ► Wirtschaft |
| Wirtschaft ► Betriebswirtschaft / Management | |
| ISBN-10 | 1-3986-0182-9 / 1398601829 |
| ISBN-13 | 978-1-3986-0182-6 / 9781398601826 |
| Zustand | Neuware |
| Haben Sie eine Frage zum Produkt? |
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