book

The Negotiation Book

December 2015

Intermediate to advanced

232 pages

5h 11m

English

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SO WHAT IS NEGOTIATION? THE NEED FOR SATISFACTION PERSONAL VALUES HONESTY WITH YOURSELF KEY TAKEAWAYS
WHY ARE THERE SO MANY DIFFERENT WAYS TO NEGOTIATE A DEAL? HOW THE NEGOTIATION CLOCK FACE WORKS KEY TAKEAWAYS
WHAT DO WE MEAN BY POWER? HOW DOES POWER INFLUENCE NEGOTIATIONS? KEY TAKEAWAYS
1. NERVE 2. SELF-DISCIPLINE 3. TENACITY 4. ASSERTIVENESS 5. INSTINCT 6. CAUTION 7. CURIOSITY 8. NUMERICAL REASONING 9. CREATIVITY 10. HUMILITY KEY TAKEAWAYS
THE FOURTEEN BEHAVIORS KEY TAKEAWAYS
THE EFFECT OF HUMAN EMOTION ON NEGOTIATION CONSCIOUS COMPETENT YOUR VALUES EMOTIONAL INTELLIGENCE THE ART OF LOSING MANAGING THE EMOTIONAL NEED FOR SATISFACTION TRUST, TACTICS, AND EMOTIONS VISIBLE EMOTION KEY TAKEAWAYS
UNDERSTANDING EMPOWERMENT YOUR BOSS CAN BE YOUR WORST ENEMY EMPOWERMENT WITHIN TEAM ROLES GETTING EMPOWERED BEFORE YOU START DECISION-MAKING AUTHORITY EMPOWERMENT AND SCOPE TO CREATE VALUE KEY TAKEAWAYS

RECOGNIZING THE PROCESS AND THE GAMESMANSHIP IN PLAY A QUESTION OF CHOICES AND PERSONAL STYLE WHAT ARE TACTICS? KEY TAKEAWAYS
PLANNING CREATIVE TRADE-OFFS WHICH REALIZE ADDITIONAL VALUE EACH AND EVERY DEAL IS UNIQUE UNDERSTANDING VALUE THE SIX PRIMARY VARIABLES WORKING WITH VARIABLES KNOWING WHAT VARIABLES YOU HAVE TO WORK WITH RISK AS A NEGOTIABLE PREPARING TO MANAGE COMPLEXITY PLANNING FROM A PRACTICAL PERSPECTIVE KEY TAKEAWAYS