<p><b>PLAY ON <i>YOUR</i> TERMS</b></p><p>Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that&#8217;s asking for a raise, pitching an idea or deciding who gets the coffee. </p><p><i>The Leader&#8217;s Guide to Negotiation</i> is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. </p><p>&nbsp;</p><p><b>&#8216;An entertaining, immediately useful book that goes beyond advocating for win-win &#8211; Simon Horton shows us how to get there.&#8217;</b></p><p>Adam Grant, Wharton Professor and <i>New York Times</i> bestselling author of <i>Give and Take</i> <b></b></p><p><b>&#8216;Reading this book has made me think about how I negotiate and I have learned a lot&#8230; If you want to benefit your relationships while improving your business, then this is worth studying.&#8217;</b></p><p>Simon Woodroffe, founder of Yo!</p>

<ul>
    <li>Chapter 1: Negotiation Fundamentals </li>
    <li>Chapter&nbsp;2: The strong win-win principles </li>
    <li>Chapter 3: Prepare </li>
    <li>Chapter 4: Develop&nbsp;your plan </li>
    <li>Chapter 5: Eestablish high credibility and high rapport </li>
    <li>Chapter 6: Move them to win-win </li>
    <li>Chapter 7: Ssolve the proble </li>
    <li>Chapter 8: Trust but verify </li>
    <li>Afterword </li>
</ul>

<p><b>PLAY ON <i>YOUR</i> TERMS</b></p><p><b></b>&nbsp;</p><p>Negotiation is THE core business skill. It is fundamental to everything we do that involves other people, whether that&#8217;s asking for a raise, pitching an idea or deciding who gets the coffee. </p><p>&nbsp;</p><p><i>The Leader&#8217;s Guide to Negotiation</i> is a highly practical guide to getting the most out of your business interactions, whilst building stronger relationships to boot. From achieving win-win outcomes to problem-solving and building trust, it equips you with failsafe strategies for conducting successful and positive negotiations. </p><p>&nbsp;</p><p><b>&#8216;An entertaining, immediately useful book that goes beyond advocating for win-win &#8211; Simon Horton shows us how to get there.&#8217;</b></p><p>Adam Grant, Wharton Professor and <i>New York Times</i> bestselling author of <i>Give and Take</i> </p><p><b></b>&nbsp;</p><p><b>&#8216;Reading this book has made me think about how I negotiate and I have learned a lot&#8230; If you want to benefit your relationships while improving your business, then this is worth studying.&#8217;</b></p><p>Simon Woodroffe, founder of Yo!</p>

<p>INTRODUCTION</p><p>&nbsp;</p><p>CHAPTER 1: NEGOTIATION FUNDAMENTALS</p><p>&nbsp;</p><p>CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES<br/>&nbsp;<br/>CHAPTER 3: PREPARE!&nbsp;<br/>3.1&nbsp; YOUR WIN&nbsp;<br/>3.2&nbsp; THEIR WIN&nbsp;<br/>3.3&nbsp; MULTI-PARTY NEGOTIATIONS&nbsp;<br/>3.4&nbsp; PREPARING YOURSELF&nbsp;</p><p>&nbsp;</p><p>CHAPTER 4: DEVELOP YOUR PLAN <br/>&nbsp;<br/>CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT&nbsp;<br/>5.1&nbsp; RAPPORT&nbsp;<br/>5.2&nbsp; CREDIBILITY&nbsp;<br/>5.3&nbsp; RAPPORT VS CREDIBILITY&nbsp;<br/>5.4&nbsp; INCREASING YOUR POWER<br/>&nbsp;<br/>CHAPTER 6: MOVE THEM TO WIN-WIN&nbsp;<br/>6.1&nbsp; TURN THEM INTO A SWORN-IN WIN-WIN FANATIC&nbsp;<br/>6.2&nbsp; CHANNEL THEIR SELF-INTEREST&nbsp;<br/>6.3&nbsp; DEALING WITH DIFFICULT PEOPLE&nbsp;</p><p>&nbsp;</p><p>CHAPTER 7: SOLVE THE PROBLEM&nbsp;<br/>7.1&nbsp; PROBLEM-SOLVING&nbsp;<br/>7.2&nbsp; COMMUNICATION&nbsp;<br/>7.3&nbsp; DEADLOCK&nbsp;<br/>7.4&nbsp; CONCESSIONS&nbsp;<br/>7.5&nbsp; DEALING WITH DIRTY TRICKS&nbsp;</p><p>&nbsp;</p><p>CHAPTER 8: TRUST BUT VERIFY&nbsp;<br/>8.1&nbsp; SEEK TO TRUST&nbsp;<br/>8.2&nbsp; HOW TO TELL IF YOU CAN TRUST THEM&nbsp;<br/>8.3&nbsp; INCREASE THEIR TRUSTWORTHINESS&nbsp;<br/>8.4&nbsp; WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL&nbsp;</p><p>&nbsp;</p><p>AFTERWORD<br/>Further reading&nbsp;<br/></p>

<p>INTRODUCTION</p><p>CHAPTER 1: NEGOTIATION FUNDAMENTALS</p><p>CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES<br/> CHAPTER 3: PREPARE! <br/>3.1 YOUR WIN <br/>3.2 THEIR WIN <br/>3.3 MULTI-PARTY NEGOTIATIONS <br/>3.4 PREPARING YOURSELF</p><p>CHAPTER 4: DEVELOP YOUR PLAN <br/> CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT <br/>5.1 RAPPORT <br/>5.2 CREDIBILITY <br/>5.3 RAPPORT VS CREDIBILITY <br/>5.4 INCREASING YOUR POWER<br/> CHAPTER 6: MOVE THEM TO WIN-WIN <br/>6.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC <br/>6.2 CHANNEL THEIR SELF-INTEREST <br/>6.3 DEALING WITH DIFFICULT PEOPLE</p><p>CHAPTER 7: SOLVE THE PROBLEM <br/>7.1 PROBLEM-SOLVING <br/>7.2 COMMUNICATION <br/>7.3 DEADLOCK <br/>7.4 CONCESSIONS <br/>7.5 DEALING WITH DIRTY TRICKS</p><p>CHAPTER 8: TRUST BUT VERIFY <br/>8.1 SEEK TO TRUST <br/>8.2 HOW TO TELL IF YOU CAN TRUST THEM <br/>8.3 INCREASE THEIR TRUSTWORTHINESS <br/>8.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL</p><p>AFTERWORD<br/>Further reading <br/></p>

Simon Horton

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