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Negotiation deconstructed

Analysing the process and making the best deal

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Lingua:  English
This book shows that it is not only important to be able to negotiate. It also shows how you can plan and manage the process in order to increase the likelihood of achieving the outcome you want.
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Descrizione
Contenuto

NEGOTIATING DECONSTRUCTED shows that it is not only important to be able to negotiate. It also shows how you can plan and manage the process in order to increase the likelihood of achieving the outcome you want. Specifically it will assist you:

1. Have business-like “bargaining” discussions
2. Develop sound techniques and tactics
3. Understand and analyse your own performance
4. Orchestrate the process to get the deal you want.

The book provides a practical guide to a vital job and career skill.

  1. Introduction: Coping With The Complexity Of The Negotiation Process 
    1. A Means To An End 
    2. A Personal Necessity 
  2. Case Study: How Negotiation Works 
    1. The Background 
    2. Details 
    3. Looking Out For Variables 
    4. The Ebb And Flow Of Negotiation 
    5. Reading The Dynamics Of The Meeting 
    6. Adding Up The Score 
    7. Reading The Signs 
    8. Text Number 
  3. Negotiation: Making The Best Deal 
    1. A Special Form Of Communication 
    2. The Application Of Negotiation 
    3. The Nature Of Negotiation 
    4. Three Key Factors 
    5. A Constructive Process 
  4. Negotition: The Process Of Making The Right Deal 
    1. First Things First 
    2. The Core Element 
    3. Techniques To Add Power 
  5. Negotiation: The Tactics Of Negotiating: Key Techniques 
    1. Interpersonal Behaviour 
    2. Keeping On Track 
    3. The Scope Of Negotiation 
  6. Afterword: Ten Steps To Making Negotiation Work 
    1. Preparation 
    2. Communicate Clearly 
    3. Look The Part 
    4. Respect The People 
    5. Aim High 
    6. Get Their Shopping List 
    7. Keep Searching For Variables 
    8. Utilise The Techniques 
    9. Manage And Control The Process 
    10. Be Ever On Your Guard 

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Patrick

Patrick Forsyth

PATRICK FORSYTH runs Touchstone Training & Consultancy, an independent firm based in the U.K. specialising in marketing consultancy, research and training on marketing issues, sales and communication and management skills. 

He is a consultant of many years’ experience and was a Board Director of a major consulting organisation before starting his own firm in 1990. Previously he began his career in publishing, holding sales, sales management and marketing positions, subsequently working for a management institute before moving into consultancy. 

His work has spanned many industries, and also many countries, in part in alliances with others (for example as an “Associate consultant” with various professional bodies). He has worked in most countries in continental Europe (including Eastern Europe) and has also worked regularly in South East Asia, which he has got to know well. In training he conducts tailored in-company courses and individual tutorials. He also conducts “public” seminars and has presented regularly for a variety of organisers including: The Chartered Management Institute, The Chartered Institute of Marketing, The London Chamber of Commerce, The City University Business School and more specialised bodies (such as the Institute of Chartered Accountants, the Publishing Industry Training Centre and the British Council). He has worked for similar bodies overseas, for example the management institutes in Malaysia and Singapore. 

He is the author of many successful business books. These include: Marketing: a guide to the fundamentals (The Economist), How to write Reports and Proposals, How to Motivate People and Successful Time Management (Kogan Page), and on careers, for example: Detox your career (Cyan). He has titles translated into more than twenty five different languages. He also has a long list of articles to his credit (written for a variety of journals such as Better Business and Professional Marketing), training materials and, more recently, for several web sites; he has written and produced corporate publications. One review of his writing states: Patrick has a lucid and elegant style which allows him to present information in a way that is organised, focused and easy to apply. (“Professional Marketing” magazine). 

His work also includes a plethora of other involvements. He has acted as: a series editor for an international business publisher, training advisor for the Meetings Industry Association, advisor and presenter on two BBC television programmes on marketing and management matters, a member of on the editorial board of a management journal, a communications advisor for the Civil Service in Malaysia, a mentor in the TEC small business advisory service and reviewed books for The Good Book Guide and Amazon. His writing stretches beyond business and he has had three books of light-hearted travel writing published (First class at last!, Beguiling Burma and Smile because it happened - the later about Thailand) along with two novels (Long Overdue and Loose Ends).