Overview

Negotiation is an indispensable skill pivotal to achieving success across a variety of contexts. Whether navigating internal discussions between different departments within a company or engaging in external negotiations with clients and suppliers, the art of negotiation permeates daily life. It is a skill we all exercise regularly, regardless of our roles--be it executives, employees, buyers, sellers, couples, parents, children, or friends. The process of negotiation is central to almost every aspect of our lives, both personal and professional. Often, we may be negotiating without even realizing it--whether it's negotiating the terms of a business contract or resolving a personal disagreement. Unless we hold an uncompromising stance on every issue, there is always room for negotiation. Mastery in this area is not merely advantageous; it is essential for achieving our objectives and fostering enduring relationships. Negotiation transcends the mere presentation of arguments or making demands. It is not about engaging in conflict or limiting oneself to a single alternative. Effective negotiation requires thorough preparation, understanding the dynamics at play, and employing strategies that go beyond a rigid approach. This is where the metaphor of the ""Bridge of Success"" becomes particularly relevant. Extensive literature exists on the mechanics of negotiation--covering techniques, planning exercises, and the procedural elements necessary for successful outcomes. However, this book does not delve deeply into these specific processes. Instead, it emphasizes that successful negotiation does not occur in isolation, especially in large-scale organizational or business settings. Negotiation involves a complex array of steps, from preparation and planning to concession and deal finalization. Ensuring these steps are consistent and well-coordinated among team members is crucial. But beyond these procedural aspects, effective negotiation also hinges on behaviors and attitudes such as active listening, empathy, flexibility, and collaborative engagement. To draw an analogy, constructing a physical bridge involves numerous tasks: leveling the ground, laying gravel, pouring concrete, installing metalwork, and performing minor repairs. Similarly, building a ""Bridge of Success"" in negotiation requires attention to various factors, including integrity, courage, enthusiasm, empathy, openness, creativity, flexibility, patience, trust, and communication. These elements are akin to the materials and tasks essential for erecting a physical bridge. Among these factors, the three ITY pillars--IntegrITY, CreativITY, and FlexibilITY--stand out as foundational. These pillars provide the necessary support and stability for any negotiation, ensuring that it is both robust and reliable. Just as different materials might be used to construct a bridge depending on local conditions, the specific elements of a negotiation may vary depending on the context. Nevertheless, the ITY pillars remain fundamental to constructing a solid and effective negotiation framework.

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9786500986488

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Reviews

Preface by Malcolm Broomhead, Chairman, Orica Ltd. I have had the pleasure of knowing Felix Torres since 2001, when I first joined Orica as CEO. From the outset, Felix was a pivotal member of the Orica team, and his contributions have only grown more significant over the years. His professionalism, thoughtfulness, extensive knowledge, and impeccable values are truly exceptional. Felix's latest book on the art of negotiation is a compelling read, enriched with stories drawn from his extensive experience within the Orica group. His core concept of negotiation as a ""Bridge of Success""--focusing on understanding the other party's needs and striving for win-win outcomes--is not just a theoretical ideal but a proven strategy. I recall a negotiation course from early in my career where teams using a cooperative approach consistently outperformed those with a combative, win-lose mindset. This approach has since been validated time and again in global corporate environments. Felix's book explores the foundational elements of his Bridge of Success, detailing the personal behaviors and characteristics essential for both successful negotiations and a thriving career. His accounts of navigating negotiations under challenging conditions, including his personal doubts and triumphs, are particularly captivating. This book is a valuable resource for anyone aiming to excel in business or manage life's myriad negotiations effectively. I highly recommend it.

"Preface by Malcolm Broomhead, Chairman, Orica Ltd. I have had the pleasure of knowing Felix Torres since 2001, when I first joined Orica as CEO. From the outset, Felix was a pivotal member of the Orica team, and his contributions have only grown more significant over the years. His professionalism, thoughtfulness, extensive knowledge, and impeccable values are truly exceptional. Felix's latest book on the art of negotiation is a compelling read, enriched with stories drawn from his extensive experience within the Orica group. His core concept of negotiation as a ""Bridge of Success""--focusing on understanding the other party's needs and striving for win-win outcomes--is not just a theoretical ideal but a proven strategy. I recall a negotiation course from early in my career where teams using a cooperative approach consistently outperformed those with a combative, win-lose mindset. This approach has since been validated time and again in global corporate environments. Felix's book explores the foundational elements of his Bridge of Success, detailing the personal behaviors and characteristics essential for both successful negotiations and a thriving career. His accounts of navigating negotiations under challenging conditions, including his personal doubts and triumphs, are particularly captivating. This book is a valuable resource for anyone aiming to excel in business or manage life's myriad negotiations effectively. I highly recommend it."

Author Information

F�lix Torres is a senior executive leader with over 35 years of industry experience, known for his dedication and leadership capabilities across various domains, including manufacturing, strategy, marketing, and operations, achieving exceptional results in challenging contexts. With a solid and diversified academic background, Felix holds a Bachelor of Engineering (BEng) degree in Chemical Engineering from the University of Sao Paulo (USP), complemented by a Dual MBA Degree from Diego Portales/Barcelona ESERP University. His educational foundation is further enriched by a variety of certifications from renowned institutions. As a qualified member of the IBGC (Brazilian Institute of Corporate Governance), Felix has honed his leadership skills through executive programs at the London Business School and INSEAD. Fluent in English, Spanish, and Portuguese, Felix is recognized for his proficiency in navigating multicultural environments, stemming from his extensive international experience. His comprehensive understanding of global markets and cultural dynamics has enabled him to successfully lead teams and strategic projects across various regions worldwide. Beyond his professional achievements, Felix is an advocate for sustainability and innovation, consistently seeking to share knowledge and inspire others. He prioritizes continuous learning and personal development, finding motivation in both professional challenges and personal endeavors. Through his book Felix shares essential processes and behaviors for successfully negotiations, aiming to enhance readers' skills and establish constructive and successful relationships. The metaphor of the ""Bridge of Success"" vividly illustrates the importance of negotiating as a collaborative and constructive process to achieve positive outcome

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