Psychology of Negotiation: Understanding and Influencing Others (2nd Edition, EPUB)

This book treats negotiation as a contest of human minds rather than of offers. It explains how people behave under pressure, which cognitive biases distort judgment at the table and how emotional intelligence changes the outcome. Separate chapters cover persuasion techniques, difficult personalities, negotiation styles and the way power and influence shift between the parties. It also raises the ethical limits of influence and closes with real-life applications.

Second edition, revised and expanded.

Inside

1. Introduction
2. Understanding Human Behavior
3. Cognitive Biases in Negotiation
4. Building Rapport and Trust
5. Effective Communication Skills
6. Persuasion Techniques
7. Handling Conflict and Difficult Personalities
8. Negotiation Styles and Their Psychological Underpinnings
9. The Role of Emotional Intelligence
10. Power Dynamics and Influence
11. Ethical Considerations in Negotiation
12. Case Studies and Real-Life Applications
13. Conclusion

Also available in: Spanish, French, German.

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