Win Win How to Get a Winning Result from Persuasive Negotiations

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  • Edition: 1st
  • Format: Paperback
  • Copyright: 2015-07-20
  • Publisher: FT Press
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Negotiation is an essential business skill; but do you really know how to do it really well? This is your simple, straightforward and empowering guide to effective business negotiations will help you get  the result you want – first time, every time.

Author Biography

Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.


Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth £3bn.

Table of Contents



About the author


Chapter 1: We’re all negotiators

Chapter 2: The cost of NOT negotiating

Chapter 3: The WIN WIN WIN of negotiating

Chapter 4: Rate your negotiation skill s

Chapter 5: Who has the power?

PART TWO: The eleven steps of negotiation

Chapter 6: Prepare and plan

Chapter 7: Give a great first impression

Chapter 8: Ask the right questions

Chapter 9: Listen well

Chapter 10: Use your head

Chapter 11: Read body language

Chapter 12: Watch out for lying

Chapter 13: Use the right strategies and tactics

Chapter 14: Influence the other side

Chapter 15: Know how to bargain

Chapter 16: Handling conflict

Chapter 17: Rate your negotiation skills again


Hotspot 1: How to ask for a salary increase

Hotspot 2: How to negotiate a discount

Hotspot 3: How to negotiate on the phone

Hotspot 4: How to negotiate as a team

Hotspot 5: How to negotiate by email

Hotspot 6: How to negotiate internationally



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