The Practical Negotiation Handbook: A Five Step Approach to Lasting Partnerships
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Product details
| Management number | 201820274 | Release Date | 2025/10/08 | List Price | $18.71 | Model Number | 201820274 | ||
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Effective negotiations lead to sustainable partnerships, help both parties achieve higher goals, and avoid costly conflict. The Practical Negotiation Handbook provides a five-step process for negotiating lasting agreements, with best practice case examples, checklists, and tools. It uses a solution-focused approach, questioning, listening, and building an offer, to help build your profile as an ethical and respected negotiator.
Format: Paperback / softback
Length: 248 pages
Publication date: 03 October 2021
Publisher: Kogan Page Ltd
Lead successful and lasting negotiations of any size with confidence using this five-step, solution-focused process based on decades of international experience.
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.
Weight: 388g
Dimension: 155 x 333 x 18 (mm)
ISBN-13: 9781398601802
Business
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