Negotiation is all around us. We negotiate all the time without knowing it or calling it a negotiation: with our family and friends, with our colleagues and boss at work, while purchasing a second hand car or to get out of a conflicting situation. Negotiation is a solution oriented approach of a problem, which aims at finding a mutually beneficial outcome for the parties involved.
In a business context, goals need to be achieved which often involve more than one person or institution. They are related to sales development, profitability management, delivery, after-sales services, or the payment of invoices. Since it places the parties involved in a professional context, they must learn to become professional negotiators and perform as such. Negotiation is thus an essential business skill.
This book takes the reader step by step from the introductory to the advanced negotiation level. Each chapter is illustrated with examples, short cases and video interviews of sales managers. More complex negotiations are approached through three dedicated chapters: solving problems to develop loyalty, negotiate under pressure and negotiate with foreign clients. A chapter also addresses the sensitive topic of business negotiation ethics. The book provides a rich glossary of business negotiation vocabulary available in four different languages: English, French, German and Spanish.
Chapter 1 The role of negotiation in business
Chapter 2 Understanging and evaluating what is at take in a negotiation
Chapter 3 The negotiation process
Chapter 4 Preparing for a negotiation meeting
Chapter 5 Handling objections
Chapter 6 Negotiating effectively
Chapter 7 Negotiating under pressure
Chapter 8 Providing added value to build loyalty
Chapter 9 Nogatiating with foreign clients
Chapter 10 Negotiation ethics