Overview

Have you ever wondered how to get into the head of your negotiation partner? In easy to follow steps with lots of practical examples and anecdotes from the author's extensive business career, The Negotiator's Toolbox guides the reader through the preparation and execution of a strategic negotiation. In part 1, the book explains how to prepare a negotiation, taking into account the personalities involved, their motivations, fears, and behavioral patterns. This information determines how to set achievable goals with psychology in mind. In part 2 The Negotiator's Toolbox introduces important negotiation strategies and corresponding tactics using real life stories to illustrate the choices. What will be the correct strategy to achieve our goals? In part 3, The Negotiator's Toolbox guides the reader through the actual negotiation, from question techniques and stress management tools to consciously interpreting body language, tone of voice, and detecting lies. Part 4 offers real life cases and their resolutions. The book is designed for the corporate buyer, purchasing manager, and small business owner. It contains more than a dozen illustrations and checklists, as well as over fifty photographs.

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9781734932409

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