The Five Golden Rules of Negotiation
- 2h 58m
- Philippe Korda
- Business Expert Press
- 2012
This book is based upon detailed research on the behavior and skills of successful negotiators. From this research, the book extracts Five Golden Rules along with simple tools and techniques which, if applied, guarantee a successful negotiation outcome. The book itself is based upon a fictional buyer- salesperson relationship. The book starts with the two protagonists meeting over lunch on the day the Buyer is due to retire. They begin to discuss their business relationship over the years and the book uses different episodes/meetings during that time to bring out the above Golden Rules and other negotiation concepts. The book provides simple tools to help apply the Golden Rules and each chapter concludes with a summary of the key points and questions to be considered.
In this Book
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The Five Golden Rules of Negotiation
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Foreword
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Prologue
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The Crucial Prerequisite
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How To Set Your Initial Offer
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How To Respond To The Other Party’s Initial Attacks
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Never Make A Concession Without Getting Something In Return
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How To Avoid Giving Away More Than Necessary
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How To Guide Negotiations To A Successful Conclusion
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How To Distinguish Apparent Demands From Real Demands
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How To Shift The Balance Of Power Between Buyer And Seller
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How To Avoid The Traps Of Professional Negotiators
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How To Analyze And Exploit Decision-Making Processes
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Get “THE Enemy” ON Your Side
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How To Handle Bluffs And Detect Lies
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Dealing With Difficult Discussions—Tactfully
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“Take It Or Leave It”—How To Break The Deadlock
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Epilogue
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Appendix—Carl Ritchie Applies Margaret Peake’s Advice
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Notes
