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The Practical Negotiation Handbook - A Five Step Approach to Lasting Partnerships (Paperback)
Loot Price: R924
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The Practical Negotiation Handbook - A Five Step Approach to Lasting Partnerships (Paperback)
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Effective negotiations lead to sustainable partnerships, help both
parties to achieve higher goals than they would alone and allow
organizations to avoid the costly price of conflict. This book
outlines a simple and powerful method of negotiating, either in
person or virtually. The Practical Negotiation Handbook outlines a
tried and tested five-step process for negotiating lasting
agreements, with best practice case examples, checklists and tools.
This thoroughly practical guide brings together over 25 years of
the author's experience negotiating in a variety of countries and
contexts to give you the confidence to negotiate any kind of
contract or agreement, large or small. Using a 'solution-focused'
approach which centres around preferred outcomes rather than
conflicts, and on questioning and listening to the other party
rather than trying to convince or impose and making assumptions,
this pragmatic book will help build your profile as an ethical and
respected negotiator. From contextual analysis and goal preparation
to the importance of communication and building an offer, it cuts
through the theory and clearly outlines the skills needed to
influence the outcome and implementation of any negotiation.
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