High Impact Negotiation, 1st edition

Published by Pearson (January 3, 2023) © 2023

  • Kasia Jagodzinska
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Strategy, tactics and templates to prepare for high-impact negotiations

The Financial Times Guide to High Impact Negotiation provides a comprehensive and strategic roadmap to the whole negotiation process from preparation to execution. Follow the practical steps to complete negotiation successfully, build relationships and finalise your deal.

  • Part I: The Negotiation Mindset
  • 1. Negotiation starts from within
  • 2. Defining the negotiation mission statement
  • 3. Setting the goal
  • 4. Establishing the objective
  • 5. Gathering the necessary information
  • 6. Deciding the best approach for the negotiation
  • 7. Negotiating virtually
  • Part II: The Negotiation Process
  • 8. Designing the right environment for the negotiation
  • 9. Creating value in negotiations
  • 10. Taking the lead in the negotiation
  • 11. Opening the negotiation
  • 12. Successfully executing the dealing phase
  • 13. Closing the deal
  • 14. Keeping the momentum after the negotiation

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