No organization can succeed without effective negotiators. Indeed, no human interaction can thrive without compromise and an ability to recognize win/win situations. Understanding negotiation is, therefore, a key competency not only for people who need to negotiate with customers, suppliers, and the other side in industrial relations, but for anyone whose job includes seeking agreement with other people.

Develop your skills, realise your full potential and make your life work

·From making a plan to putting it into action,find out how to succeed in making deals

·Practical techniques, effective tips,five-minute fixes and case studies equip you to succeed in the real world

·Set your goals and check your progress with self-assessment exercises

1 Get Yourself Ready

Define Negotiation

Aim for Success

Use Agents Effectively

Develop Your Negotiating Skills

2 Plan Your Negotiation

Agree to Negotiate

Negotiate Positively

Gather Information

Follow the Negotiating Process

Define Your Objectives

Know Your Opponent's Objectives

Think About Concessions

Plan Your Negotiating Strategy

3 Set Up Meetings

Organize the Agenda

Rehearse the Negotiation

Communicate Effectively

Exploit Your Environment

Agree the Issues

4 Manage Your Negotiation

Make Proposals

Receive Proposals

Use Packages of Issues

Internal Negotiations

Make Concessions

Recognize Ploys

5 Manage the

Conclusion

Improve Your Position

Weaken Their Position

Close the Negotiation

Implement the Agreement

Index

Acknowledgments