DOES THE THOUGHT OF NEGOTIATING FILL YOU WITH DREAD?
DO YOU FEEL YOU COULD HAVE GOT A BETTER DEAL IF YOU KNEW HOW TO PUSH FOR MORE?
YOU’RE NOT THE ONLY ONE!
This easy-to-use workbook will guide you through the pitfalls of the negotiation process. It will help improve your negotiation capability. You will change your mindset, build your confidence and approach negotiations with ease.
All the tips, scripts, strategies and tools you need to get what you want will be revealed. This expanded edition has been updated with more detailed examples, activities and tools.
By working through a series of practical activities, tailored to your negotiation skill level, you will learn:
• How to handle nerves, manage emotions and face your fears.
• Strategies to ensure you’re prepared for any scenario.
• The secrets to never feeling ripped off again.
By the time you finish this book you will embrace opportunities to negotiate and may even learn to love it!
Table des matières
1 About this book
11 About you
21 Why do people hate negotiating?
33 What makes for a good negotiation?
43 Why improve your skills now?
51 Evolve your mindset
59 What type of negotiator are you?
65 Negotiator profiles
70 The Avoider
72 The Dabbler
74 The Adventurer
76 The Master
79 APEC Four Stages for a Good Negotiation
86 Summary of all activities to work through
88 It’s happening – time to ACCEPT
94 Don’t go in blind – let’s PREPARE
20 Let’s get started – time to ENGAGE
175 The end is nigh – it’s time to CLOSE
201 For the Masters
205 Conclusion
209 A word of thanks
A propos de l’auteur
Sam Trattles is a negotiation consultant with 20 years of corporateexperience in negotiating multi-million-dollar commercial deals. Her
relaxed tone and writing style make it easy to understand complex
concepts and to learn how to apply them on a daily basis.
Sam enjoys working with brands, rights holders and individuals to help
them secure the best deal, with the best possible returns. She also
runs training programs to help individuals and teams negotiate with
confidence.
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