The structure of the book is very simple, following the 3 key steps of any negotiation:
- Negotiation Preparation,
- Negotiation Meeting(s),
- Deal Implementation.
Next chapter covers nine special topics regarding negotiation:
- The negotiation over the phone
- Ethics in negotiation
- Negotiating with difficult personalities
- Team negotiation
- "Surviving" the producer - retailer negotiation
- When all Hell breaks loose
- Differentiating yourself
- Top negotiation mistakes
- The myth of winning in negotiation
Last chapter is dedicated to some recommendations of further sources of information on the topic of negotiation.
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About the Author
Since 1998 Eugeniu D. Mihai has been intensively involved in hundreds of national and international business negotiations for the companies he worked for. He had also been requested to counsel and represent various business people in their negotiations.
Eugeniu D. Mihai is an officially qualified and awarded trainer of "Negotiation and Influencing Skills" and a Professor of "Business Strategy" and "Managerial Finance" at the Romanian International Advertisers Association School of Marketing & Communication.
His highly intensive training "The Elite Negotiator" had benefited hundreds since its launch and is considered to be "the most effective and interactive negotiation training on the market" by the participants. Among the companies that benefited from Eugeniu's various negotiation trainings can be mentioned: Procter & Gamble, Leo Burnett, Sab Miller, EXL, Saatchi & Saatchi, Kubis Interactive, Ax Perpetuum, CEO Clubs International Europe, International Advertisers Association - Romanian Chapter, Hartmann, Zenith Optimedia, CERES Labor Union etc.
"The Elite Negotiator" franchise includes the following (more details on www.theelitenegotiator.com or via enquiry at the following email address: Eugen.firstname.lastname@example.org)
• On demand keynote speeches (1-2 hours) on various negotiation topics
• Negotiation workshops (4 hours) - the most popular being "The biggest negotiation mistakes - and how you can avoid them"
• The Fundamentals of Elite Negotiator (1 day training)
• Advanced Elite Negotiator (2 days training)
• Master of Elite Negotiation (3 days training)
All "Elite Negotiation" trainings can be run in an "open" or "in-house" format. The "in-house" option is allowing customized, tailor made content, maximizing the impact on the target audience. Also, the workshops and the trainings include many negotiation exercises and simulations, with on-the-spot debriefing. All negotiation simulations are also video recorded and the participants get the recordings upon training completion.