Complete Guide to Negotiations

Well-conducted negotiations lead to sustainable partnerships, help both parties achieve higher goals than they could achieve alone, and allow companies to avoid conflicts. This book describes a simple and effective method of conducting negotiations both in person and virtually.
The author offers a proven five-step process for negotiating long-term agreements, with examples from best practices, control examples, and tools. This fully practical guide reflects the author's more than 25 years of experience in negotiating in various situations. Its goal is to give you confidence in negotiating any contract or agreement, regardless of its scale.
Using a solution-oriented approach that focuses on preferred outcomes rather than conflicts, and on asking questions and listening to the other side rather than trying to convince or impose your game, this pragmatic book will help you establish your profile as an ethical and respected negotiation participant. From contextual analysis and preparation to achieve goals to recognizing the importance of communication and creating offers, it covers theory and clearly describes the skills needed to influence the outcome and implement any negotiations.