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.