Negotiating

by DK

Overview

Improve your negotiation skills and land the deal, promotion or project.

Negotiation skills are essential for managing teams, persuading others and finding win-win solutions. This practical guide gives you the tools you need to improve your negotiation tactics.

Whether you’re new to negotiating or eager to enhance your existing skills, this is the guide for you. Inside you’ll find:

   • Practical, "how-to" approach that teaches you the skills you need to run a project successfully.
   • New spreads on negotiation online rather than face to face.
   • Step-by-step instructions, tips, checklists and "Ask yourself" features show you how to make an impact.
   • Tables, illustrations, "in-focus" panels and real-life case studies demonstrate and explain problem-solving, and how to build confidence and get results.

The illustrated guide to negotiating is the perfect tool for managers and business leaders. The slim, compact format allows you to use this book as an on-hand reference whenever you need advice on mitigating decision traps and impasses. You’ll discover how to improve your negotiating skills by defining your style, preparing properly and designing your meeting structure, plus how to build relationships, develop trust, negotiate fairly, and tips on negotiating styles.

This business management book is packed with step-by-step instructions, tips and checklists to show you how to persuade in business! Tables, illustrations and real-life case studies further explain how to build confidence and get results.

Whether it’s negotiating, managing people or improving your leadership skills, DK's Essential Managers series contains the know-how you need to be a more effective manager and hone your management style.

Product Details

ISBN-13:	9780744035070
Publisher:	DK
Publication date:	01/04/2022
Series:	DK Essential Managers Series
Pages:	96
Sales rank:	176,549
Product dimensions:	4.80(w) x 6.90(h) x 0.40(d)

About the Author

We believe in the power of discovery. That's why we create books for everyone that explore ideas and nurture curiosity about the world we live in.
 
From first words to the Big Bang, from the wonders of nature to city adventures, you will find expert knowledge, hours of fun and endless inspiration in the pages of our books. 

https://www.dk.com/

Table of Contents

Introduction 6

Chapter 1 Preparing to negotiate 8

Becoming a negotiator 10

Understanding negotiation dilemmas 12

Being prepared 14

Designing the structure 18

Chapter 2 Setting your style 24

Defining negotiation styles 26

Defining interest-based negotiation 28

Negotiating from the whole brain 30

Creating win-win deals 32

Building relationships 34

Developing mutual trust 36

Negotiating fairly 38

Chapter 3 Conducting negotiations 40

Negotiating with power 42

Making offers and counteroffers 46

Making concessions 48

Being persuasive 50

Managing impasses 54

Avoiding decision traps 56

Managing emotions 60

Dealing with competitive tactics 64

Closing the deal 66

Chapter 4 Developing your technique 68

Negotiating as a team 70

Dealing with many parties 74

Negotiating internationally 80

Using a coach 86

Being a mediator 88

Learning from the masters 92

Index 94

Acknowledgments 96