The Ultimate Negotiation Book: Discover What Top Negotiators Do; Master Persuasion and Influence; Build Rapport with NLP

by Peter Fleming, Mo Shapiro, Di McLanachan

Overview

If you want to be the best, you have to have the right skillset.

From influencing and persuading to choosing a negotiating style and using NLP, THE ULTIMATE NEGOTIATION BOOK is a dynamic collection of tools, techniques, and strategies for success.

Discover the main themes and key ideas, and bring it all together with practical exercises.

This is your complete course in negotiation.

ABOUT THE SERIES
ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

Product Details

ISBN-13:	9781473688810
Publisher:	John Murray Press
Publication date:	08/23/2018
Sold by:	Hachette Digital, Inc.
Format:	eBook
Pages:	480
File size:	2 MB

About the Author

ABOUT THE SERIES

ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

Table of Contents

Part 1 Your Negotiation Skills Masterclass

Introduction 7

Chapter 1 Creating the right environment 10

Chapter 2 Researching your objectives 20

Chapter 3 People and places 34

Chapter 4 Breaking the ice 50

Chapter 5 The agenda 66

Chapter 6 Conclude the deal 78

Chapter 7 Learning from your experiences 92

7 x 7 97

Part 2 Your Advanced Negotiation Skills Masterclass

Introduction 107

Chapter 8 Preparation: a hard taskmaster 108

Chapter 9 Negotiating growth through partnering 130

Chapter 10 Effective influence in negotiation 146

Chapter 11 Making proposals and trading concessions 164

Chapter 12 Problem-solving through consulting and listening skills 180

Chapter 13 What if? - closing skills 194

Chapter 14 Celebrating the successful outcome 208

7 x 7 224

Part 3 Your Persuasion and Influence Masterclass

Introduction 231

Chapter 15 What is influence? 232

Chapter 16 Conveying the right image 246

Chapter 17 Becoming a voice of authority 260

Chapter 18 Speaking the language of influence 276

Chapter 19 Flexible influencing 296

Chapter 20 Proven persuasion techniques 312

7 x 7 326

Part 4 Your NLP Masterclass

Introduction 335

Chapter 21 What is NLP? 336

Chapter 22 Identify empowering and limiting beliefs 350

Chapter 23 Recognize how we and others represent the information around us 364

Chapter 24 Use precision questions to find out what people mean 380

Chapter 25 Identify different communication filters 394

Chapter 26 Use the six levels of change and reframing 408

Chapter 27 Increase your options 424

7 x 7 439

Find out more 445

Answers 446

Further reading 448

Notes 449