Negotiate to Succeed

Overview

Modern business relies on the ability to reach mutually beneficial agreements. You need the skills to plan, deliver and follow through on negotiations. This book provides accessible, practical guidance and techniques for negotiating, including:

• Useful skills for the negotiator
• Dealing with ‘people issues’
• Negotiation in practice.

Written in a straightforward, non-academic manner, this book provides tips and techniques in a clear, easy-to-use checklist format designed for the busy manager.

Content

1 Successful negotiation
2 Useful skills for the negotiator
3 First steps in negotiation
4 Approaches to negotiation
5 Creative bargaining
6 Dealing with pressure
7 People issues
8 Relational influence and power
9 Negotiating with integrity
10 Negotiating globally
11 Using an advocate
12 Dealing with conflict
13 Assertiveness skills
14 Negotiation in practice
15 Tendering for contracts
16 Staff relations
17 Industrial tribunals
18 Getting payment from your customers
19 Appendices
20 Further reading
21 Useful addresses

The author

Julie Lewthwaite is an experienced trainer and manager. She has worked in a diverse range of organisations, including retail, telecommunications and the not for profit sector. She currently works as a freelance writer.