How to be a Better Negotiator

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You can enjoy true success in your business negotiations if you: Learn the real needs of the negotiator facing you across the table; Express your needs in return; Convert your ‘opponent’ into your ‘partner’ as you work together on a mutually beneficial solution. It’s called Win: Win. The best opportunities, the most profitable deals, the richest relationships come about this way. Why doesn’t it always happen? This book isolates the 16 most common reasons for failure: you will certainly recognise your own shortcomings somewhere on the list. Then it provides remedies for each disorder, using real-life examples and practical checklists. With this book as your guide, you will: Master the hidden rituals and then select the appropriate language; Gain and retain control without being aggressive; Set ambitious goals and reach them through creative bargaining; Grow in confidence as success leads on to success.

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John Mattock is the author of Russia: The Essential Guide for the Business Traveller, The New International Manager (with Vincent Guy) and Powerful Presentations (with Jöns Ehrenborg) (all Kogan Page). Jons Ehrenborg is an international consultant based in Sweden, dealingwith human communication and its effect on business. Both authors have many years’ experience coaching managers from a wide range of backgrounds, industries and cultures, who are seeking to improve their performance and results.. Table of Contents Yourself Emotion People Relationships Ritual Culture Truth Creative bargaining Planning Targets Raising the game Timetabling Handling the process Movement Talking and listening Language.