Win-Win: An Everyday Guide to Negotiating

This book teaches how to negotiate successfully by distinguishing interests from positions, using negotiating alchemy to create value, appreciating the beauty of no, forcing counterparts to consider needs, framing issues to advantage, making the first offer, making and demanding concessions, knowing when to compromise, and developing a powerful Plan B. It also provides tips on managing emotions, biases, and psychological pitfalls, using common negotiating tactics and counter-tactics, overcoming an impasse, and preparing for any negotiation.

Format: Paperback / softback
Length: 232 pages
Publication date: 28 September 2020
Publisher: Marshall Cavendish International (Asia) Pte Ltd

We all engage in negotiations on a daily basis, yet few of us ever master the art. Those who do typically acquire the traditional, adversarial approach, which is only effective in a one-time negotiation where you will never encounter the other party again. However, such transactions are becoming increasingly uncommon as we frequently interact with the same individuals over time, such as our spouses, children, friends, colleagues, customers, and bosses. We must achieve successful outcomes for ourselves while preserving healthy relationships with our negotiating partners. In today's interconnected world, a win-win outcome is rapidly becoming the only acceptable result. This book will teach you how to achieve that win-win. You will also learn how to:
• Distinguish interests from positions and uncover hidden interests.
• Use negotiating alchemy to create value out of nothing.
• Appreciate the beauty of "no" on your way to "yes."
• Force your counterpart to consider your needs.
• Frame issues to your advantage.
• Recognize when to make the first offer.
• Make and demand concessions.
• Know when to compromise and when to strive for something better.
• Develop a powerful Plan B so you cannot lose.
• Manage emotions, biases, and other psychological pitfalls.
• Use common negotiating tactics and counter-tactics.
• Overcome an impasse.
• Negotiate successfully with powerful counterparts.
• Prepare for any negotiation using an eight-step template.
• And much more!

Weight: 266g
Dimension: 140 x 215 x 18 (mm)
ISBN-13: 9789814868532