Effective Negotiations in easy steps

Effective Negotiations in easy steps

$14.99

Publication Date: 21st January 2014

To negotiate: to confer with others in order to reach a compromise or agreement. That's the dictionary definition. It's something we do every day, like it or not. We can't avoid it. It doesn't have to involve contracts or business deals. It might just mean agreeing a deadline for the task you're working on, sorting out office accommodation or equipment for a new member of staff, or talking to your boss about your vacation plans.

Negotiations don’t have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues ... Read More
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To negotiate: to confer with others in order to reach a compromise or agreement. That's the dictionary definition. It's something we do every day, like it or not. We can't avoid it. It doesn't have to involve contracts or business deals. It might just mean agreeing a deadline for the task you're working on, sorting out office accommodation or equipment for a new member of staff, or talking to your boss about your vacation plans.

Negotiations don’t have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues ... Read More
Description

To negotiate: to confer with others in order to reach a compromise or agreement. That’s the dictionary definition. It’s something we do every day, like it or not. We can’t avoid it. It doesn’t have to involve contracts or business deals. It might just mean agreeing a deadline for the task you’re working on, sorting out office accommodation or equipment for a new member of staff, or talking to your boss about your vacation plans.

 

Discussions of this kind may not be thought of as negotiations. But often, in order to arrive at a solution all the interested parties can accept, you need to settle for less than you would ideally like. You need to give and take – in other words, to negotiate. Negotiations don’t have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues in your own organization) or external; bilateral (involving just one other party) or multi-party. They come in all shapes and sizes. They can take a couple of minutes or a couple of months.

 

Whether you have to negotiate contracts, you’re in sales and have to negotiate with customers or your organization has overseas interests and you’re involved in international negotiations, the principles and techniques of effective negotiation apply to all of these scenarios. Effective Negotiations in easy steps will show you how, in the familiar In Easy Steps style, with clear and easy steps and explanations, colour illustrations and hot tips.

Details
  • Price: $14.99
  • Pages: 192
  • Carton Quantity: 30
  • Publisher: In Easy Steps Limited
  • Imprint: In Easy Steps Limited
  • Series: In Easy Steps
  • Publication Date: 21st January 2014
  • Trim Size: 7.38 x 8.88 in
  • Illustration Note: Color photos and illustrations throughout, Charts, Tables
  • ISBN: 9781840785937
  • Format: Paperback
  • BISACs:
    BUSINESS & ECONOMICS / Negotiating
Author Bio
Tony Rossiter is a successful management consultant and trainer for management and communication skills courses. He's also a freelance writer, with regular articles in a range of national magazines to his credit.
Table of Contents
                   
  1. Why negotiate
  2.                
  3. Key principles
  4.                
  5. Core skills
  6.                
  7. Objective-setting
  8.                
  9. Preparation
  10.                
  11. Building rapport
  12.                
  13. Presenting your case
  14.                
  15. Scrutinizing their case
  16.                
  17. Body language
  18.                
  19. Tactics
  20.                
  21. Practicalities
  22.                
  23. Multi-party negotiations
  24.                
  25. Closure
  26.                
  27. Tricks of the trade
  28.                
  29. Summary of dos and don’ts

To negotiate: to confer with others in order to reach a compromise or agreement. That’s the dictionary definition. It’s something we do every day, like it or not. We can’t avoid it. It doesn’t have to involve contracts or business deals. It might just mean agreeing a deadline for the task you’re working on, sorting out office accommodation or equipment for a new member of staff, or talking to your boss about your vacation plans.

 

Discussions of this kind may not be thought of as negotiations. But often, in order to arrive at a solution all the interested parties can accept, you need to settle for less than you would ideally like. You need to give and take – in other words, to negotiate. Negotiations don’t have to be formal exchanges with a set agenda conducted around a table. They can be formal or informal; internal (with colleagues in your own organization) or external; bilateral (involving just one other party) or multi-party. They come in all shapes and sizes. They can take a couple of minutes or a couple of months.

 

Whether you have to negotiate contracts, you’re in sales and have to negotiate with customers or your organization has overseas interests and you’re involved in international negotiations, the principles and techniques of effective negotiation apply to all of these scenarios. Effective Negotiations in easy steps will show you how, in the familiar In Easy Steps style, with clear and easy steps and explanations, colour illustrations and hot tips.

  • Price: $14.99
  • Pages: 192
  • Carton Quantity: 30
  • Publisher: In Easy Steps Limited
  • Imprint: In Easy Steps Limited
  • Series: In Easy Steps
  • Publication Date: 21st January 2014
  • Trim Size: 7.38 x 8.88 in
  • Illustrations Note: Color photos and illustrations throughout, Charts, Tables
  • ISBN: 9781840785937
  • Format: Paperback
  • BISACs:
    BUSINESS & ECONOMICS / Negotiating
Tony Rossiter is a successful management consultant and trainer for management and communication skills courses. He's also a freelance writer, with regular articles in a range of national magazines to his credit.
                   
  1. Why negotiate
  2.                
  3. Key principles
  4.                
  5. Core skills
  6.                
  7. Objective-setting
  8.                
  9. Preparation
  10.                
  11. Building rapport
  12.                
  13. Presenting your case
  14.                
  15. Scrutinizing their case
  16.                
  17. Body language
  18.                
  19. Tactics
  20.                
  21. Practicalities
  22.                
  23. Multi-party negotiations
  24.                
  25. Closure
  26.                
  27. Tricks of the trade
  28.                
  29. Summary of dos and don’ts