January 2023
Intermediate to advanced
250 pages
5h 23m
English
Content preview from The Financial Times Guide to High Impact Negotiation
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SUMMARY
High-impact negotiations are a specific breed, be it in the professional sphere or beyond. The higher the stakes, the greater the emotions involved. In these types of transactions, aligning a clear strategic objective with relational aspects is the key to success. A high-impact negotiation starts in the mind of the negotiator – with what they perceive as important for them or the party they represent. The mindset that this attitude creates can make or break the deal.
Therefore, a prerequisite to the strategic design of the negotiation process is the ability to manage oneself – the fears, hopes and aspirations that you bring to the table. No amount of tactics nor toolbox can replace a genuine belief in one’s negotiation power. Sadly, ...
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