Win-Win Negotiation: Creating Value and Building Relationships (2nd Edition, EPUB)

The starting point is that a negotiation does not have to be a zero-sum fight, and the book shows how to define and run a collaborative one. It covers preparation, listening and questioning, and concrete ways of enlarging the pie before dividing it. There is a chapter on emotional intelligence and another on cross-cultural negotiation, which sets it apart from general negotiation guides. It finishes with closing the deal and a set of case studies of agreements that left both sides satisfied.

Second edition, revised and expanded.

Inside

1. Introduction
2. Understanding Win-Win Negotiation
3. Preparing for a Successful Negotiation
4. Effective Communication Skills
5. Strategies for Creating Value
6. Emotional Intelligence in Negotiation
7. Handling Difficult Situations
8. Cross-Cultural Negotiation Techniques
9. Closing the Deal
10. Case Studies in Win-Win Negotiation
11. Conclusion

Also available in: Spanish, French, German.

Written with the help of artificial intelligence, edited by Ciro Irmici.