A practical and clear guide showing you how to lead and secure a win: win outcome in all your business deals.
This book will take you through the steps, actions and communications skills necessary to ensure successful business negotiations.
Introducing a four-phase process that underpins successful negotiations and sharing the practices and actions of highly effective negotiators in a straightforward and practical manner, this detailed, step by step guide will help you go into negotiations fully equipped with the key tools that you need to secure a win: win outcome.
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‘Whether you are about to negotiate your first deal or are an experienced negotiator, this book is an invaluable tool. Geof Cox reduces the process to easy-to-digest nuggets of practicality.’
John Baldoni, President, Baldoni Consulting and author of Lead with Purpose and Great Communication Secrets
‘There have been a few books on negotiating ‘win–win’ outcomes. This is one of the best.’
Prabhu Guptara, Professor of Global Business, Management and Public Policy, William Carey University, India
‘... a state of the art book on negotiations in the 21st century. A highly practical book that will serve all of us who are dealing with challenging negotiations.’
Joep C de Jong, CEO Van Harte and Lingsma Management and Organisation
YOUR ESSENTIAL GUIDE TO SUCCESFUL NEGOTIATING
The Financial Times Essential Guide to Negotiations is a practical and clear guide showing you how to lead and secure win–win negotiations in all your business deals. It will help you prepare strategically so that you can maintain and develop positive working relationships.
This straightforward and practical guide will take you through the steps and actions necessary to plan for success. It introduces you to a four-phase process that underpins the conduct of all successful negotiations. It also covers key areas such as negotiating remotely by email or phone, cultural differences to approaching negotiation and the use of non-verbal communication.About the Author:
Geof Cox has worked as both a line manager and HR manager in the oil industry, where he was required to negotiate with others, whether as a commercial negotiator in Sales or Purchasing, as a Project Manager on major projects work or as an HR Manager, taking part in local wage negotiations with trade unions. Following on from this, he set up my own international management and organisation development company – New Directions Ltd – in 1986. As an international consultant, he has taught negotiation, influencing and conflict management to audiences in the public and private sectors, both large and small.
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Descrizione libro FT Press, 2012. Paperback. Condizione libro: New. Codice libro della libreria P11027377221X
Descrizione libro FT Press, 2012. Paperback. Condizione libro: New. Codice libro della libreria DADAX027377221X