Practical negotiation handbook: a five-step approach to lasting partnerships
Material type:
TextPublication details: London Kogan Page Ltd. 2021 Description: xii, 234 pISBN: 9781398601802Subject(s): Negotiation | PartnershipDDC classification: 158.5 Summary: 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.
About the authors
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.
| Item type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|---|
Book
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Indian Institute of Management LRC General Stacks | Human Resource and Organization Behvaiour | 158.5 DAV (Browse shelf(Opens below)) | 1 | Available | 003779 |
Table of contents
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
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.
About the authors
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.
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