Book

The ultimate negotiation book : discover what top negotiators do, master persuasion and influence, build rapport with NLP / Peter Fleming, Di McLanachan and Mo Shapiro.

Fleming, P. (Peter), 1972- (Author). McLanachan, Di. (Added Author). Shapiro, Mo. (Added Author).

Summary:

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.

Record details

ISBN: 9781473688803 (pbk.)
Physical Description: 453 pages : illustrations ; 22 cm.
Publisher: London : Teach Yourself, 2020.
Copyright: ©2020

Content descriptions

Bibliography, etc. Note:

Includes bibliographical references.

Formatted Contents Note:

Part 1: Your Negotiation Skills Masterclass. Introduction ; Chapter 1: Creating the right environment ; Chapter 2: Researching your objectives ; Chapter 3: People and places ; Chapter 4: Breaking the ice ; Chapter 5: The agenda ; Chapter 6: Conclude the deal ; Chapter 7: Learning from your experiences ; 7 × 7 -- Part 2: Your Advanced Negotiation Skills Masterclass. Introduction ; Chapter 8: Preparation: a hard taskmaster ; Chapter 9: Negotiating growth through partnering ; Chapter 10: Effective influence in negotiation ; Chapter 11: Making proposals and trading concessions ; Chapter 12: Problem-solving through consulting and listening skills ; Chapter 13: What if? : closing skills ; Chapter 14: Celebrating the successful outcome ; 7 × 7 -- Part 3: Your Persuasion and Influence Masterclass. Introduction ; Chapter 15: What is influence? ; Chapter 16: Conveying the right image ; Chapter 17: Becoming a voice of authority ; Chapter 18: Speaking the language of influence ; Chapter 19: Flexible influencing ; Chapter 20: Proven persuasion techniques ; 7 × 7 -- Part 4: Your NLP Masterclass. Introduction ; Chapter 21: What is NLP? ; Chapter 22: Identify empowering and limiting beliefs ; Chapter 23: Recognize how we and others represent the information around us ; Chapter 24: Use precision questions to find out what people mean ; Chapter 25: Identify different communication filters ; Chapter 26: Use the six levels of change and reframing ; Chapter 27: Increase your options ; 7 × 7 ; Find out more ; Answers ; Further reading.