Negotiation: How to Craft Agreements That Give Everyone More

Description

We all need to negotiate in our professional and personal lives – whether it’s devising agreements with clients or solving issues with our family. The implications of these negotiations can be huge, and if we miss the opportunity to negotiate or handle the conversation poorly, we lose out. In Negotiation, Gavin Presman shares his negotiation strategy, developed from over 25 years of experience, research and training. With an ethical and mutually-beneficial approach, he shows you how to prepare for and engage in every negotiation to achieve better results for yourself and others. With step-by-step guidance, illustrative examples and checklists that you can refer back to, this is a practical and empowering guide that will improve the negotiating skills of any reader, enhancing personal and professional relationships in the process. Copyright Page About the Author Dedication Contents Foreword Introduction – Why Good Negotiation Practice Leads to Better Personal and Professional Relationships Chapter 1. Giving Structure to Your Negotiation Strategy Chapter 2. Step One – Preparing Yourself for Collaborative Negotiation Chapter 3. Step Two – Preparing a Plan Chapter 4. Step Three – Understanding Your Partner’s Point of View Chapter 5. Step Four – Discussing Chapter 6. Step Five – Proposing Chapter 7. Step Six – Bargaining Chapter 8. Step Seven – Agreeing Chapter 9. Understanding the Human Operating System Chapter 10. Understanding Personality Traits for Better Negotiations Chapter 11. Using the Seven Steps at Home Chapter 12. Avoiding Common Gambits Some Negotiators Use Conclusion – Can You Really Get More by Giving More? Recommended Reading Index Back Cover