Negotiation Skills for Rookies

  • 1h 55m
  • Patrick Forsyth
  • Cyan Communications Ltd.
  • 2009

Whether you know it or not, negotiations are constantly taking place, and thus form a critical part of work life. This text sets out the essentials about the negotiation process. It examines the core techniques and practical, proven approaches that provide a basis for undertaking negotiation.

About the Author

Patrick Forsyth runs Touchstone Training & Consultancy, specializing in the improvement of management, marketing and communications skills. A trainer and consultant who has worked widely across industry and the world, he also writes extensively on business matters, with more than fifty books and many articles to his credit. His books have been translated into 23 different languages. He is the author of several other titles from Marshall Cavendish, including Detox Your Career, Manage Your Boss, There’s No Need to Shout, 110 Great Sales Ideas and 100 Great Time Management Ideas. His writing is well regarded, and one reviewer said, “Patrick has a knack of writing books in a way that even hardy, well worn practitioners will find refreshing” (Sales and Marketing Management).

In this Book

  • Negotiation Skills for Rookies
  • Introduction
  • Understanding the process
  • Deploying the core techniques
  • The Nearest Thing to a Magic Formula: Preparation
  • Using and trading variables
  • Deploying the tactics
  • Further techniques to keep you ahead
  • Adding another dimension
  • Dotting the I’s
  • Linking theory and practice
  • Focusing on the key issues
  • The tools of the trade