A Practical Guide to Negotiation
Create Winning Agreements
Published on 4. August 2016
288 pages
978-1-84831-938-7 (ISBN)
Description
Think negotiation is a boardroom battlefield? Think again.
We all need to negotiate in our professional and personal lives, but negotiation doesn't have to be a fight to get what you want. In fact, you'll create better deals and better relationships through collaboration.
In Negotiation, Gavin Presman shares his ethical and mutually-beneficial approach, showing you how to prepare for and engage in every negotiation to achieve better results for yourself and others - whether you're drawing up a contract with a new client, buying a house or, often the trickiest of all, settling family disagreements.
With step-by-step guidance, illustrative examples and checklists to refer back to, this is a practical and empowering guide that will improve the negotiating skills of any reader, enhancing personal and professional relationships in the process.
We all need to negotiate in our professional and personal lives, but negotiation doesn't have to be a fight to get what you want. In fact, you'll create better deals and better relationships through collaboration.
In Negotiation, Gavin Presman shares his ethical and mutually-beneficial approach, showing you how to prepare for and engage in every negotiation to achieve better results for yourself and others - whether you're drawing up a contract with a new client, buying a house or, often the trickiest of all, settling family disagreements.
With step-by-step guidance, illustrative examples and checklists to refer back to, this is a practical and empowering guide that will improve the negotiating skills of any reader, enhancing personal and professional relationships in the process.
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08/2016
Icon Books
€13.50
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Person
Gavin Presman delivers negotiation, sales and influence training with his company, Inspire, and at the How To Academy in London. He is a master practitioner of NLP, the European lead trainer for Microsoft's Catalyst programme, and the chair of governors at Eden Primary - a free school he helped found.
Content
- Intro
- Copyright Page
- About the Author
- Dedication
- Contents
- Foreword
- Introduction - Why Good Negotiation Practice Leads to Better Personal and Professional Relationships
- Chapter 1. Giving Structure to Your Negotiation Strategy
- Chapter 2. Step One - Preparing Yourself for Collaborative Negotiation
- Chapter 3. Step Two - Preparing a Plan
- Chapter 4. Step Three - Understanding Your Partner's Point of View
- Chapter 5. Step Four - Discussing
- Chapter 6. Step Five - Proposing
- Chapter 7. Step Six - Bargaining
- Chapter 8. Step Seven - Agreeing
- Chapter 9. Understanding the Human Operating System
- Chapter 10. Understanding Personality Traits for Better Negotiations
- Chapter 11. Using the Seven Steps at Home
- Chapter 12. Avoiding Common Gambits Some Negotiators Use
- Conclusion - Can You Really Get More by Giving More?
- Recommended Reading
- Index
- Back Cover
