Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently.
This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.
2. Distributive bargaining
3. Integrative bargaining, part 1: Preparation
4. Integrative bargaining, part 2: Debate
5. Integrative bargaining, part 3: How to propose
6. Integrative bargaining, part 4: How to bargain
7. The styles of negotiation
8. Rational bargaining
9. Ploys and tactics
10. Culture and negotiation
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