Leader's Guide to Negotiation, The How to Use Soft Skills to Get Hard Results

by Horton, Simon

• ISBN13: 9781292112800
• ISBN10: 1292112808
• Edition: 1st
• Format: Paperback
• Copyright: 2016-04-11
• Publisher: FT Publishing International

Summary

PLAY ON YOUR TERMS

 

Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that’s asking for a raise, pitching an idea or deciding who gets the coffee.

 

The Leader’s Guide to Negotiation is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations.

 

‘An entertaining, immediately useful book that goes beyond advocating for win-win – Simon Horton shows us how to get there.’

Adam Grant, Wharton Professor and New York Times bestselling author of Give and Take

 

‘Reading this book has made me think about how I negotiate and I have learned a lot… If you want to benefit your relationships while improving your business, then this is worth studying.’

Simon Woodroffe, founder of Yo!

Author Biography

Simon Horton has been teaching Negotiation Skills for over 10 years, having taught hostage negotiators, senior purchasing officers for some of the largest global manufacturing companies and solicitors at the most prestigious law firms in the world. He's also a Visiting Lecturer at Imperial College, University of London.

Table of Contents

INTRODUCTION

 

CHAPTER 1: NEGOTIATION FUNDAMENTALS

 

CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES
 
CHAPTER 3: PREPARE! 
3.1  YOUR WIN 
3.2  THEIR WIN 
3.3  MULTI-PARTY NEGOTIATIONS 
3.4  PREPARING YOURSELF 

 

CHAPTER 4: DEVELOP YOUR PLAN
 
CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT 
5.1  RAPPORT 
5.2  CREDIBILITY 
5.3  RAPPORT VS CREDIBILITY 
5.4  INCREASING YOUR POWER
 
CHAPTER 6: MOVE THEM TO WIN-WIN 
6.1  TURN THEM INTO A SWORN-IN WIN-WIN FANATIC 
6.2  CHANNEL THEIR SELF-INTEREST 
6.3  DEALING WITH DIFFICULT PEOPLE 

 

CHAPTER 7: SOLVE THE PROBLEM 
7.1  PROBLEM-SOLVING 
7.2  COMMUNICATION 
7.3  DEADLOCK 
7.4  CONCESSIONS 
7.5  DEALING WITH DIRTY TRICKS 

 

CHAPTER 8: TRUST BUT VERIFY 
8.1  SEEK TO TRUST 
8.2  HOW TO TELL IF YOU CAN TRUST THEM 
8.3  INCREASE THEIR TRUSTWORTHINESS 
8.4  WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL 

 

AFTERWORD
Further reading