Description

This book provides the essential ideas on how to be strategic and successful in all stages of negotiation, from preparation, reading the room, keeping heads cool, reaching a deal, and ensuring it is executed.

Leading experts on negotiation such as Deepak Malhotra, Jeff Weiss, Alison Woods Brooks, and David A. Lax provide the insights and advice you need to:

Control the negotiation before you enter the room.

Understand your counterpart's position and gain their trust.

Keep negotiations from becoming confrontations.

Understand the rules of negotiating across cultures.

Find ways to expand the pie for all involved.

Set the stage for a healthy relationship after the ink has dried.

Know when to walk away from a deal.

Make promises you can keep.

Explore outcomes beyond "winning," "losing," and "compromise."

Bridge psychological distance with your counterpart.

Manage your emotions during negotiation.