Overview

Strategy, tactics and templates to prepare for high-impact negotiations that result in successful long-lasting deals. The Financial Times Guide to High Impact Negotiation provides a comprehensive and strategic roadmap to the whole negotiation process from preparation to execution. Follow the practical steps to complete negotiation successfully, build relationships and finalise your deal.

Full Product Details

Author:   Kasia Jagodzinska
Publisher:   Pearson Education Limited
Imprint:   FT Publishing International
Dimensions:   Width: 15.60cm , Height: 1.10cm , Length: 23.20cm
Weight:   0.340kg
ISBN:  

9781292400389

ISBN 10:   1292400382
Pages:   224
Publication Date:   03 January 2023
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

Part I: Strategic Preparation: Developing a Successful Negotiation Strategy  1. Defining the negotiation mission and value statement 2. Setting the objective in high-stake negotiations  3. Defining the target 4. Intelligence gathering and negotiation profiling 5. Choosing the negotiation strategy for high-stake negotiations  6. Negotiation leadership  Part II: Implementation: Managing the Negotiation Process    7. Setting the stage for success 8. Agenda and time-management   9. Opening the negotiation  10. Establishing power 11. Identifying needs   12. Crafting alternatives   13. Creating options for executable deals  Part III Execution: Completing the Task and Strengthening the Relationship  14. Closing the deal 15. Monitoring and evaluating the results 16. Communicating to bond   17. The opportunities and challenges of e-negotiations  Negotiation Preparation Matrix  Glossary of Negotiation Terms 

Reviews

"“Better than any other I've seen, this book identifies the psychological factors underlying each of the major stages of the negotiation process and describes how to harness them for success.” Robert Cialdini, Author of Influence and Pre-Suasion ""All negotiation practitioners need to read this essential book by the talented and insightful Prof. Dr. Kasia Jagodzinska. She methodically outlines the critical steps from preparation to agreement through sustaining implementation. Most importantly, she highlights the emotional factors always present in any high-stakes negotiation. A must-read.” Gary Noesner Chief, FBI Crisis Negotiation Unit (retired) ""Dr. Jagodzinska walks the negotiator through the entire process of high-impact negotiations and the many challenges that will arise during the complex process, starting with understanding yourself first. This book is an essential guide for any business negotiator."" Lieutenant Jack Cambria, Instructor, Police Advisor, Corporate Trainer, NYPD Hostage Team Commander, USA “This book offers an excellent overview of the challenging process of negotiation and is a must-read for all those actively involved in business.” Jonathan Faust, CFO, Hewlett Packard Enterprise (HPE), USA “This is a fantastic brain teaser and compendium guiding you through the complete high-impact negotiation process. You might find insights which turn your long-standing practices upside-down… only to become an even better negotiator.” Anette Weber, Management Board Member and Group CFO, Bucherer AG, Switzerland “The book takes the reader through the negotiation process from start to finish and is filled with practical tools and approaches to help you become a winning negotiator. Beginners or negotiation experts, all will find concrete tips and advice ready for immediate use in this great guide.” Rene Koets, Partner, Head of Management Consulting, KPMG Switzerland"

"“Better than any other I’ve seen, this book identifies the psychological factors underlying each of the major stages of the negotiation process and describes how to harness them for success.” Robert Cialdini, Author of Influence and Pre-Suasion ""All negotiation practitioners need to read this essential book by the talented and insightful Prof. Dr. Kasia Jagodzinska. She methodically outlines the critical steps from preparation to agreement through sustaining implementation. Most importantly, she highlights the emotional factors always present in any high-stakes negotiation. A must-read.” Gary Noesner Chief, FBI Crisis Negotiation Unit (retired) ""Dr. Jagodzinska walks the negotiator through the entire process of high-impact negotiations and the many challenges that will arise during the complex process, starting with understanding yourself first. This book is an essential guide for any business negotiator."" Lieutenant Jack Cambria, Instructor, Police Advisor, Corporate Trainer, NYPD Hostage Team Commander, USA “This book offers an excellent overview of the challenging process of negotiation and is a must-read for all those actively involved in business.” Jonathan Faust, CFO, Hewlett Packard Enterprise (HPE), USA “This is a fantastic brain teaser and compendium guiding you through the complete high-impact negotiation process. You might find insights which turn your long-standing practices upside-down… only to become an even better negotiator.” Anette Weber, Management Board Member and Group CFO, Bucherer AG, Switzerland “The book takes the reader through the negotiation process from start to finish and is filled with practical tools and approaches to help you become a winning negotiator. Beginners or negotiation experts, all will find concrete tips and advice ready for immediate use in this great guide.” Rene Koets, Partner, Head of Management Consulting, KPMG Switzerland"

“Better than any other I've seen, this book identifies the psychological factors underlying each of the major stages of the negotiation process and describes how to harness them for success.” Robert Cialdini, Author of Influence and Pre-Suasion ""All negotiation practitioners need to read this essential book by the talented and insightful Prof. Dr. Kasia Jagodzinska. She methodically outlines the critical steps from preparation to agreement through sustaining implementation. Most importantly, she highlights the emotional factors always present in any high-stakes negotiation. A must-read.” Gary Noesner Chief, FBI Crisis Negotiation Unit (retired) ""Dr. Jagodzinska walks the negotiator through the entire process of high-impact negotiations and the many challenges that will arise during the complex process, starting with understanding yourself first. This book is an essential guide for any business negotiator."" Lieutenant Jack Cambria, Instructor, Police Advisor, Corporate Trainer, NYPD Hostage Team Commander, USA “This book offers an excellent overview of the challenging process of negotiation and is a must-read for all those actively involved in business.” Jonathan Faust, CFO, Hewlett Packard Enterprise (HPE), USA “This is a fantastic brain teaser and compendium guiding you through the complete high-impact negotiation process. You might find insights which turn your long-standing practices upside-down… only to become an even better negotiator.” Anette Weber, Management Board Member and Group CFO, Bucherer AG, Switzerland “The book takes the reader through the negotiation process from start to finish and is filled with practical tools and approaches to help you become a winning negotiator. Beginners or negotiation experts, all will find concrete tips and advice ready for immediate use in this great guide.” Rene Koets, Partner, Head of Management Consulting, KPMG Switzerland

Author Information

Prof. Kasia Jagodzinska serves as a Senior Adviser to the United Nations on matters concerning multiparty negotiations. Her repertoire of experience also includes working as a Professor at several universities in Switzerland, France, Italy and Poland. She is the Founder of Negotiation Booster and an International Consultant for the Schranner Negotiation Institute. She brings a wealth of international business experience from the EU, the US and the Middle East, which she combines with an academic career.

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