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The Negotiation Fieldbook, Second Edition
The How-to Guide to collaborative negotiation
Business and negotiation go hand-in-hand, yet the actual process of conducting a successful negotiation is rarely taught. In the fully revised edition of The Negotiation Fieldbook, you'll find proven strategies for handling each phase of the negotiation process with skill and confidence.
This hands-on reference describes the essentials you must focus on to be successful, how to sequence your moves in the often tricky process and even gives you techniques for rescuing a negotiation that's failing.
New to this edition:
- A diagnostic test to help you determine your own-and your opponents negotiating style
- Information on becoming an ethical negotiator-essential skill in today's market
- A chapter on the most common pitfalls and roadblocks faced when negotiating
- New guidance on how to act if you're representing someone else or vice versa
Filled with easy-to-use negotiation tactics and quizzes and scenarios throughout the book, The Negotiation Fieldbook is all you need to successfully execute every negotiation for your business, step-by-step.