Mastering the Art of Negotiation: Seven Guides for Creating your Journey
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by Geurt Jan de Heus
You are negotiating every day, whether it’s with business partners, colleagues, in the community or at home. The challenge isn’t to get as much for yourself as you can at the other’s expense. It’s in the art of searching together for possibilities that serve as many interests as possible. The premise of this book is that it’s both possible and necessary to create value together, distribute the consequences fairly, while strengthening the relationship. In times where ‘win as much as you can’ is on the rise worldwide, this is a refreshing alternative.
Mastering the Art of Negotiation goes beyond deal-making situations. It covers decision making, solving problems together, leading and cooperating, creating partnerships, handling difficult situations, and managing the games people play. The book gives seven practical guides that help you prepare and manage negotiations at moments when the complexity and uncertainty increase. These guides create a comprehensive framework for your ongoing learning and development as a negotiator.