Overview

Negotiations inprofessional or privatelife often take an unsatisfactory course due tostress, confrontation withaggressive or unfair behavior, or becauseof overwhelming situations. Negotiations generally require a thorough preparation, strategy and a sophisticated tactic to make us feel safe in the presentation of our goals and arrive at a mutually satisfactory outcome. Conventional books about negotiations are usually limited to strategies and techniques, but leave out elements of psychological communication and emotional intelligence, which include non-verbal communication and empathy, which in turn are essential for successful negotiation. Therefore, this book on the one hand constitutes the essential techniques and strategies in the context of negotiation, but alsoconsiders'soft skills' without which negotiations cannot be successful. This bookpresents practical examples indealing withsituations such as salary, contract and sales negotiations. In particular on context and time appropriate negotiation techniques; analyzingnegotiation partners and their motives; interpret group processes, and how to successfully implement negotiation psychology.

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9781322135113

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