Overview

Negotiations can be a perplexing and often-intimidating endeavor. Are there aspects about the process that are hiding beneath the surface, unknown to even experienced negotiators? Or insider tools that would change your game considerably? The answer is yes--and they're all revealed in this practical guide from a world-renowned negotiation expert. Negotiation Essentials demystifies this all-important subject, helping you break the process down into easily digestible parts. It covers important negotiating concepts, including the critical differences among great, good, and bad negotiators; choosing when, where, and how to negotiate; the art of saying no; understanding body language; how emotions, stress, and personal chemistry affect decision making; and behavioral patterns of the most successful negotiators. Filled with essential takeaways wrapping up each chapter, assessments, and clear action steps, Negotiation Essentials concludes with a Negotiating Essentials Toolkit, which includes the professional negotiators pre- and post-negotiation checklists. Whether you're discussing a possible promotion with a supervisor, speaking to a potential high-dollar client, or engaging in a merger and acquisition process, knowing how to plan and conduct a successful negotiation is what will spell the difference between success and failure.

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Keld Jensen is an international author, professor, speaker, and advisor with nearly thirty years of intensive practical and academic experience within the field of negotiation. He has worked with leading global companies, governments, and individuals as an advisor and trainer. Jensen is an associate professor at Arizona State University's Thunderbird School of Global Management; Aalborg University in Denmark; BMI Institute in Lithuania; and UC Louvain/BMI in Belgium. David Marantz is an actor living in New York City. He has narrated eighty-five-plus titles since his first in 2011. He won an AudioFile Earphones Award for The Mind Club by Daniel M. Wegner and Kurt Gray, and was nominated for an Audie Award for his contribution to the short story collection Rip-Off! As an actor he has worked on stage, film, and television. Summers often find him performing Shakespeare for Shakespeare in the Parking Lot on New York's Lower East Side and also in Bryant Park behind the New York Public Library. He is a member of SAG-AFTRA.

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