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.
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 GBP3bn.
About the author Author's acknowledgements Publisher's acknowledgements Foreword Introduction PART ONE: WHY NEGOTIATION MATTERS 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 skills Chapter 5: Who has the power? PART TWO: The 11 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: Confidence when negotiating PART THREE: HOTSPOTS 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 Index