The Financial Times Guide to High Impact Negotiation provides a comprehensive and strategic roadmap to the whole negotiation process from preparation to execution. Follow the practical steps to complete negotiation successfully, build relationships and finalise your deal.

Strategy, tactics and templates to prepare for high-impact negotiations that result in successful long-lasting deals.

The Financial Times Guide to High Impact Negotiation provides a comprehensive and strategic roadmap to the whole negotiation process from preparation to execution. Follow the practical steps to complete negotiation successfully, build relationships and finalise your deal.

Autorentext
Prof. Kasia Jagodzinska serves as a Senior Adviser to the United Nations on matters concerning multiparty negotiations. Her repertoire of experience also includes working as a Professor at several universities in Switzerland, France, Italy and Poland. She is the Founder of Negotiation Booster and an International Consultant for the Schranner Negotiation Institute. She brings a wealth of international business experience from the EU, the US and the Middle East, which she combines with an academic career.

Klappentext
The Financial Times Guide to High Impact Negotiation will help you strategically prepare for negotiations so you can reach successful, long-lasting agreements. A negotiator who has a clear understanding of the objective and a step-by-step guide on how to reach that objective gets better results. Most negotiators fail because they allow emotions, lack of clarity and strategic confusion to cloud the negotiation process.

Covering negotiation from preparation to execution of the negotiated terms, this book bridges tactical preparation with self-management. You'll be guided through how to prepare strategically using the Negotiation Matrix, how to secure executable high-stake agreements while securing longevity of the business relationship, and how develop a negotiation mindset so you're better prepared for future negotiations.

Inhalt
Part I: The Negotiation Mindset 1. Negotiation starts from within2. Defining the negotiation mission statement3. Setting the goal4. Establishing the objective5. Gathering the necessary information6. Deciding the best approach for the negotiation7. Negotiating virtually
Part II: The Negotiation Process 8. Designing the right environment for the negotiation9. Creating value in negotiations10. Taking the lead in the negotiation11. Opening the negotiation12. Successfully executing the dealing phase13. Closing the deal14. Keeping the momentum after the negotiation