Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want
- 3h 45m
- Jim Hornickel
- John Wiley & Sons (US)
- 2014
How to execute win-win negotiations every time, in business and in life
Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to-read text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.
- Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict
- Spells out the six principles of ethical influence
- Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training
Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.
About the Author
JIM HORNICKEL is the cofounder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, management, leadership, communication, and presentation through corporate training. In addition to his role at Bold New Directions, Jim has been an incubator of three businesses, a manager in several industries, and a leader in contract, staff, and labor negotiations.
In this Book
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Introduction
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Valuing Mutuality, Proactivity, and R.E.S.P.E.C.T.
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Reviewing Human Fundamentals
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Expanding Emotional Intelligence
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Working with Negotiating Styles
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Integrating Six Principles of Ethical Influence
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Dissolving Conflict
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Presenting Your Case
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Understanding Negotiation Fundamentals
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Creating Range and Alternatives
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Concretizing “Why,” “What,” and “How”
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Preparing for Your Session
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Discovering All Sides
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Checking in before Moving on
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Trading for Mutual Gain
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Evaluating for Improvement
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Disposing of Tactics
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Practicing for Life
