We Have a Deal – FREE SAMPLER E-Book

Natalie Reynolds

• Herausgeber: Icon Books
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 37

Veröffentlichungsjahr: 2016

Beschreibung

THIS IS A FREE EBOOK SAMPLER. IT INCLUDES THE FIRST 30 PAGES OF THE FULL BOOK. If you would like to purchase Natalie Reynolds' We Have a Deal in full, you can do so with all good ebook retailers.  In this sampler, you'll develop an understanding of why negotiation matters, types of negotiation, and key mistakes to watch out for when making deals. We Have a Deal goes beyond negotiation theory, exploring the unwritten rules of deal-making and influencing. Not only will you master the practical skills of negotiating like a pro, you'll also develop an appreciation of why it matters, and why others react the way they do in certain negotiating situations. From developing a flexible approach, to overcoming obstructive behaviour and other obstacles, this book will help you to understand the underlying motivations and get the best out of every deal. If you enjoy this free sampler, why not check out the complete book and master the skills of negotiation?

Leseprobe

How to negotiate with intelligence, flexibility & power

NATALIE REYNOLDS

CEO of Negotiation Consultancy advantageSPRING

Published by Icon Books Ltd Omnibus Business Centre, 39–41 North Road, London N7 9DP email: [email protected]

ISBN: 978-178578-150-6

Text and illustrations copyright © 2016 Natalie Reynolds

The author has asserted her moral rights.

No part of this book may be reproduced in any form, or by any means, without prior permission in writing from the publisher.

Contents

Introduction

PART ONE: Getting Started

ONE: Why Negotiation Matters

TWO: Common Negotiation Mistakes

PART TWO: The DEALS Method

THREE: Discover

FOUR: Establish

FIVE: Ask

SIX: Lead

SEVEN: Seal

PART THREE: People Negotiate with People

EIGHT: The Balance of Power

NINE: The Psychology of Negotiation

PART FOUR: Overcoming Obstacles

TEN: Objections, Lies and Emotional Responses

ELEVEN: Is Negotiation a Man’s Game?

TWELVE: It’s a Cultural Thing

PART FIVE: Tools and Further Reading

Negotiation Tactics: Reference Guide

Further Reading

Endnotes

advantageSPRING

Acknowledgements

Introduction

This isn’t like most negotiation books. Yes, we will talk about theory and process, but that’s only a small part of what this book is all about. This book is designed to demystify negotiation and to teach you how to negotiate with intelligence, flexibility and power.

It doesn’t matter who you are or what your background is. This is a book for anybody who negotiates. And so that’s everyone. Negotiation is the most important skill in business, and in life, to get what you want, need or deserve. Are you doing what you can to get the best deal, every time?

From an unspoken interaction in the street with a stranger as to who will go first through the revolving door, to a strained conversation with a family member about what you want to do at the weekend, to a haggle with a car dealer, to a mediated contract and pricing dispute … we negotiate all the time. It’s a social lubricant. It’s what keeps societies functioning, marriages working, businesses operating and countries interacting. Negotiation matters and as human beings we have been doing it since the dawn of civilisation.

I want to show you that negotiation is not a mystical talent that requires extreme intellect, copious charm or buckets of experience (although those things can all be useful). The ability to negotiate is a skill that can be learned by anyone. Through identifying your strengths and weaknesses, learning the processes and mastering the tools, you can start to negotiate more effectively in all parts of your life.

And as with most things in life, practice makes perfect. I always think that it helps to view negotiation as being like a muscle. If you never flex or use that muscle, and you are then called on to run a marathon – perhaps view the marathon as a salary negotiation in this context! – then it’s going to be supremely painful and a shock to the system, as you won’t be at all prepared. If, however, you have used that muscle just a little bit every day, when the time comes for the marathon (or salary negotiation), you will be that bit more prepared and far more able to cope, and it will be much less painful.

This book is designed to give everyone the knowledge, skills and insight they need to be a brilliant negotiator in all aspects of their life. Whether you are negotiating with your partner, the boss or a supplier on another continent, whether you are new to negotiation or a seasoned pro, this book will give you what you need to up your game and be the best negotiator you can be.

CHAPTER ONE

Why Negotiation Matters

People negotiate all the time. We just don’t always realise that we could be doing it, should be doing it, that we are doing it, or indeed how to do it well.

From the renegotiating of terms with a new client to the difficult conversation about missed performance targets with a supplier; from the request to your boss to have your role re-evaluated to the demanding of a lower monthly fee from your broadband provider, almost every interaction in which we are requesting something from someone else is a negotiation.