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The Practical Negotiation Handbook
A Five Step Approach to Lasting Partnerships
Lead successful and lasting negotiations of any size with confidence using this five-step, solution-focused process based on decades of international experience.
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EAN: 9781398601802
Edition: 1
Published:
Format: 234 x 156
248 pages
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About the book
Effective negotiations lead to sustainable partnerships, help both parties to achieve higher goals than they would alone and allow organizations to avoid the costly price of conflict. This book outlines a simple and powerful method of negotiating, either in person or virtually.
The Practical Negotiation Handbook outlines a tried and tested five-step process for negotiating lasting agreements, with best practice case examples, checklists and tools. This thoroughly practical guide brings together over 25 years of the author's experience negotiating in a variety of countries and contexts to give you the confidence to negotiate any kind of contract or agreement, large or small.
Using a 'solution-focused' approach which centres around preferred outcomes rather than conflicts, and on questioning and listening to the other party rather than trying to convince or impose and making assumptions, this pragmatic book will help build your profile as an ethical and respected negotiator. From contextual analysis and goal preparation to the importance of communication and building an offer, it cuts through the theory and clearly outlines the skills needed to influence the outcome and implementation of any negotiation.
About the authors
Melissa Davies is a negotiation expert, professional trainer and coach based in Geneva, Switzerland. She is the founder of negoservices Sàrl and has over 25 years' experience in negotiating agreements and building lasting partnerships around the world. She leads workshops in negotiation skills and conflict management for businesses, universities, research institutes and not-for-profit organizations, and is a visiting lecturer at Geneva School of Business Administration, University of Applied Sciences Western Switzerland.
Table of contents
- Chapter - 00: Preface - Why this book fills a market need;
- Chapter - 01: Introduction and mind-set;
- Chapter - 02: The five-step negotiation process;
- Chapter - 03: Prerequisites and positioning your goal;
- Chapter - 04: Step 1 - Contextual analysis;
- Chapter - 05: Step 2 - Preparing your goal and your roadmap;
- Chapter - 06: Step 3 - The encounter(s);
- Chapter - 07: Step 4 - The offer;
- Chapter - 08: Step 5 - The implementation;
- Chapter - 09: A few words on gender and negotiation;
- Chapter - 10: Stand out as an excellent negotiator
Reviews
Arnaud Chivard, Head of Engineering Performance Management and Improvement, Airbus Defence and Space
In this book Melissa provides the necessary toolbox for having the right mindset and a structured approach to long-lasting negotiations.
Dr. Jochen Rink, Director, Department of Tissue Dynamics and Regeneration, Max Planck Institute of Biophysical Chemistry
This book represents the distillate of many years of professional negotiation experience - it simply works.
Frédéric Varone, Professor of Political Science, University of Geneva
A must-read book that offers a blueprint for handling conflicts, negotiating partnerships and concluding lasting agreements. It provides practical guidance and uses engaging stories. As a professional with an impressive track record in successful negotiations, Melissa Davies expertly introduces her solution-focused approach. She offers a five-step guide to lasting agreements, enlivened by 'real-life' examples from business, politics and humanitarian action. A compelling, highly accessible and timely book that will change your negotiation mindset and skills.
Lynda Mansson, Director General, MAVA Foundation
The Practical Negotiation Handbook offers a fresh take on negotiations. Melissa Davies emphasizes a constructive and collaborative approach aimed at building long-term partnerships. The book offers extremely practical, easy-to-implement advice on getting what you want from a negotiation. She focusses on hard skills and tactics - as you would expect from a book on negotiations - but also helps to develop the soft skills needed to land a good deal and build a long-term relationship at the same time.
Lisa Faessler, Ph.D. candidate in Management and assistant for Negotiation classes, University of Lausanne
Caution! This book could fundamentally change how you think about negotiation. Taking advantage of her extensive experience in partnerships building, Melissa Davies gives us a thorough and handy guide to bringing out the best in our negotiations and achieving sustainable collaborations. You will find this book fascinating, and your counterpart will be delighted that you have read it. I loved Melissa's very simple and rigorous approach. It was interesting to put it in perspective with what we teach at university: both we (based on scientific studies) and Melissa (based on her experience) arrive at very similar conclusions. Does this mean that for once theory and practice meet?
ny thanks, Melissa!” Tim Newton, Sustainability Manager, Solution Focused Practitioner, UKASFP
Incredibly helpful! The Practical Negotiation Handbook is indeed what the title says, providing a very useful and elegant five step model for 'solution focused negotiation.' It describes in practical detail a process where each negotiating party explores the conditions under which they could say yes to the other party's request. There are plenty of gems here - online negotiations, non-violent communication, mindset, non-cognitive skills, multicultural negotiation. And a really insightful chapter on gender and negotiation including gender backlash and the influence of race and culture on gender, further developed out with the author's own experience as a negotiator over 25 years. Many thanks, Melissa!
Sandra Pichon, Engineering Director, Nagravision
I've been applying Melissa's life-changing approach to negotiation on work and personal projects, and it has done wonders to establish the best outcome in any situation. I would recommend this read to all my friends and co-workers.
Dr Ofra Hazanov, Head of Talent & Development, EPFL (Swiss Federal Institute of Technology Lausanne)
I consider negotiation a key survival skill that can be learned and practiced continuously to achieve more in life and at work, now and in the future. Melissa's book is very easy to read and I agree with her that the best indicator of a successful negotiation is its sustainability. Melissa establishes interesting links with the solution focused coaching methodology and explores some original angles, like gender diversity or the challenges related to remote communication in critical conversations. Enjoy the read!
Dr Caroline Biewer, Team lead HR development and training, Helsana
A systemic view of negotiation with clear procedures and helpful examples. I can now prepare myself for negotiations in a completely different way and I know to respond much better to my counterpart.
Gerlind Wallon, Deputy Director, EMBO
Very good read. I particularly like that the author clearly distinguishes between negotiations and other means of reaching a solution, and discusses under which circumstance either have their justification.
Arnaud Chivard, Head of Engineering Performance Management and Improvement, Airbus Defence and Space
This practical handbook will become your best partner for preparing and conducting important negotiations.
- In this book Melissa provides the necessary toolbox for having the right mindset and a structured approach to long-lasting negotiations.
- Arnaud Chivard, Head of Engineering Performance Management and Improvement, Airbus Defence and Space
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