Overview

Negotiation has changed. The table is no longer only a table. It is a room, a screen, an email thread, a shared document, a silence, a timestamp, and occasionally an audience no one can see. Negotiations in a Hybrid World - Field Manual is a practical guide to negotiating with clearer eyes in the modern world. Written for professionals, leaders, managers, advisers, educators, and anyone who must reach agreement under pressure, it examines how human judgement, emotion, trust, power, ethics, and communication are altered when negotiation moves between physical rooms and digital channels. This book treats negotiation not as a collection of clever tricks, but as a discipline of perception, preparation, conduct, and repair. Through real-world case studies, historical examples, behavioural theory, practical frameworks, and field-ready prompts, it shows how messages are misread, silence becomes suspicion, confidence becomes theatre, and agreements fail after the handshake. Readers will learn how to prepare more carefully, question more effectively, listen more deeply, recognise digital distortion, manage emotional pressure, diagnose power and context, evaluate agreements, and negotiate with ethical clarity. Part theory, part story, and part practical manual, this book is designed not merely to be read but used.

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9781036958398

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