Negotiating and Closing
This book focuses on how the most successful business negotiators operate.
What is it about the great negotiators? How do they seem to manage to recover from disadvantageous positions? How can they adapt their approach to turn an unpromising start into a value creating deal? And what is it about them that they never seem to lose their appetite for negotiation?
Some of this may be down to genes, there may genuinely be born negotiators but, as far as the rest of us go, it's down to preparation and knowledge; knowledge of how people think and how they behave.
Tom Beasor's Great Negotiators is a collection of techniques that illustrate how the most successful negotiators think and behave. Good negotiators are always well prepared and there is a host of tips to help you prepare your strategy and your thinking before an important negotiation. There are also ideas to help you understand the philosophy behind your negotiating approach; to help you handle international negotiations; and to ensure every negotiation is a potential learning experience.
Paperback, pocket size - 282 pages