Win-Win Negotiations: Developing the Mindset, Skills and Behaviours of Win-Win Negotiators
- 2h 5m
- David Goldwich
- Marshall Cavendish
- 2010
We all negotiate every day, whether we realise it or not. Yet few people ever learn how to negotiate. Those who do usually learn the traditional, win-lose style. In today s interdependent world of business partnerships and long-term relationships, however, a win-win outcome is fast becoming the only acceptable result. Win-win negotiators value their business and social relationships winning in a given negotiation is not as important as maintaining their winning relationships, but this does not mean they must sacrifice their interests. Win-win negotiators believe they can win both the negotiation and the relationship.
About the Author
David Goldwich is a professional speaker, author and trainer specialising in the area of persuasive communication, including Negotiation, Conflict management, Influence and Persuasion, Assertiveness, and Storytelling in Business. David has MBA and JD degrees and practised law in the United States for over a decade, arguing before judges and advocating before government and community bodies. David is trained as a mediator and has experience managing a small business.
In this Book
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Win-Win Negotiations—Developing the Mindset, Skills and Behaviours of Win-Win Negotiators
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Preface
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Introduction
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Assess Yourself
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Setting the Stage
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The Win-Win Mindset
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Negotiating Tactics and Counter-Tactics
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Positions, Interests, Currencies and Options
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Developing and Using Your Plan B
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Negotiating Power
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Communication and Relationship Issues
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Emotions in Negotiation
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Wrapping Up – Implementation and Post-Negotiation Matters
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More Win-Win Negotiating Wisdom
