Business negotiation Books

Book SynopsisNegotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal?Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Joseph Stalin, and it still has its followers and advocates to this day.Using the official Kremlin method and years of business experience, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful.With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

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Book SynopsisWhether you need to ask for a raise at work, request a better hotel room while you're on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time.In this fully revised and updated fourth edition of the worldwide success Everything is Negotiable, expert negotiator Gavin Kennedy walks you through all the techniques and tricks you need to get the best deal in any situation. With chapters on such subjects as making your offer count, dealing with intimidation and getting it in writing, as well as self-assessment tests to help chart your progress, Everything is Negotiable is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out top in any negotiation.

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Book SynopsisThe authors of the classic Difficult Conversations teach you how to take criticism productively in Thanks for the Feedback.We get feedback every day of our lives, from friends and family, colleagues, customers, and bosses, teachers, doctors, and strangers. We''re assessed, coached, and criticized about our performance, personalities and appearance.We know that feedback is essential for professional development and healthy relationships - but we dread it and even dismiss it. That''s because while want to learn and grow, we also want to be accepted just as we are.Thanks for the Feedback is the first book to address this tension head on. In it, the world-renowned team behind the Harvard Negotiation Project offer a simple framework and powerful tools, showing us how to take on life''s blizzard of comments and advice with curiosity and grace.''I''ll admit it: Thanks for the Feedback made me uncomfortable. And that''s one reason I liked it so much. With keen insight and lots of practical takeaways, it reveals why getting feedback is so hard - and then how we can do better'' Daniel H. Pink, author of To Sell Is Human and Drive''Thanks for the Feedback is a road map to more self-awareness, greater learning, and richer relationships. A tour de force'' Adam Grant, Wharton professor and author of Give and TakeDouglas Stone and Sheila Heen are Lecturers on Law at Harvard Law School and cofounders of Triad Consulting. Their clients include the White House, Citigroup, Honda, Johnson & Johnson, Time Warner, Unilever, and many others. They are co-authors of the international bestseller Difficult Conversations. Stone lives in Cambridge, MA. Heen lives with her husband and three children in a farmhouse north of Cambridge, MA.Trade ReviewI'll admit it: Thanks for the Feedback made me uncomfortable. And that's one reason I liked it so much. With keen insight and lots of practical takeaways, it reveals why getting feedback is so hard - and then how we can do better -- Daniel H. Pink, author of To Sell is Human and DriveThanks for the Feedback is a road map to more self-awareness, greater learning, and richer relationships. A tour de force -- Adam Grant, Wharton professor and author of Give and TakeImagine an organisation where everyone is actually good at receiving feedback. People would learn and grow. Impossible, you say? Thanks to this insanely original and powerful book, maybe not -- Judy Rosenblum, former chief learning officer of Coca-Cola and founder of Duke Corporate Education

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Book SynopsisWe all negotiate every day, yet few people ever learn how to negotiate. Those who do usually learn the old-school, adversarial approach that is only useful in a one-off negotiation where you will never see the other party again. However, such transactions are becoming increasingly rare because most of us deal with the same people repeatedly-our spouses and children, our friends and colleagues, our customers and bosses. We need to achieve successful results for ourselves while maintaining healthy relationships with our negotiating partners. In today's interconnected world, a win-win outcome is fast becoming the only acceptable result. This book will show you how to get that win-win. You will also learn how to: distinguish interests from positions and uncover hidden interests use negotiating alchemy to create value out of nothing appreciate the beauty of no on your way to yes force your counterpart to consider your needs frame issues to your advantage recognize when to make the first offer make and demand concessions know when to compromise and when to try for something better develop a powerful Plan B so you cannot lose manage emotions, biases, and other psychological pitfalls use common negotiating tactics and counter-tactics overcome an impasse negotiate successfully with powerful counterparts prepare for any negotiation using an eight-step template and much more!

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Book SynopsisCatalyst will transform your approach to networking, making it fun and infinitely more effective. A good business developer, prospector and networker knows how to create a positive connection with the people they meet. They are the catalyst that creates a chemical reaction between strangers, and they know how to convert these opportunities into new business.Louisa Clarke and David Kean have spent their careers catalysing strangers into contacts and converting contacts into clients - and even into friends. They have built successful businesses together using the proven techniques in this book, and they have helped hundreds of companies around the world win billions in new business by applying the same methods. Catalyst is full of illustrative anecdotes, hard-won wisdom and a step-by-step methodology. Whatever industry you work in, if you need more clients to buy your services and you''re not sure how to find them, convince them or wTrade ReviewCatalyst is a manual for winning business in today's economy, recommended to anyone who wants to grow their client base. Catalyst is brimming with great advice and inspiration -- Annette King, CEO Publicis Groupe UKCatalyst fizzes with actionable ideas. A firecracker of a book to get you blazing a trail for new business from two of the best operators around -- Julia Hobsbawm OBE, founder and chair, Editorial Intelligence and author of the bestselling The Simplicity PrincipleA must-read - especially post-Covid - for anyone involved in business generation. Entertaining whilst it educates, this indispensable guidebook is a revelation for any driven professional and will definitely put you ahead of the competition - if she hasn't read it as well. Time excellently well spent -- Jane Reeve, Chief Communications Officer, FerrariHumour is one of the only things that increases when you share it, as the authors of this immensely good-natured book on the human touch in business know. But I also found myself thinking about plumbing metaphors. May the good Lord spare us from pipeline accelerators, but here you can read and understand how in business, as in life, it's better to be a radiator than a drain -- Stephen Bayley, recovering design guru and author of Value: What money can't buy. A handbook for practical hedonismAn enjoyable and practical asset recommended to anyone who has to develop new business. It nails what it takes to find new clients and be a valued, trusted advisor to them; helping others helps us be more successful -- Guy Gregory, Executive Director, Client Care and Business Development, CBRE LtdAccelerate your understanding of how to grow business, fast. Recommended to anyone who dreads networking events: an entertaining and effective guide to oiling the wheels of business without the need to be oleaginous -- Sophie Devonshire, CEO, The Marketing SocietyAn extremely timely book. Now more than ever we need to understand how to communicate with each other better -- Rachel Bridge, author of Already Brilliant and How to Work for YourselfSuch a refreshing book about such a necessary part of doing business, and something so often misunderstood. Catalyst is athoroughly enjoyable and helpful read, packed with great examples, stories and tools for how to develop business, and, above all, packed with common sense. And all expressed in a natural and jargon-free way too. Terrific stuff -- Rita Clifton CBE, portfolio chair and non-executive directorUnlike many 'how to' business books, Catalyst is both an entertaining and informative read. It gives you a wealth of practical steps to transform the way you identify and secure new clients. It really gets you thinking about your approach and how you should flex your style to create real chemistry with prospects -- Deborah Saw * Catalyst magazine *

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Book SynopsisTHE HUGE INTERNATIONAL BESTSELLERA former FBI hostage negotiator offers a field-tested approach to negotiating - effective in any situation. 'Riveting' Adam Grant'Stupendous' The Week'Brilliant' Guardian____________________________After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a kidnapping negotiator brought him face-to-face with bank robbers, gang leaders and terrorists. Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most - when people's lives were at stake.Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.____________________________PRAISE FOR NEVER SPLIT THE DIFFERENCE'Such a great book that is relevant to more than just FBI negotiations: it's relevant to my relationship with my partner, to my business, to everything in between.' Steven Bartlett, entrepreneur and host of the Diary of a CEO podcast'It's rare that a book is so gripping and entertaining while still being actionable and applicable.' Inc.'A business book you won't be able to put down.' FortuneTrade Review"This book blew my mind. It's a riveting read, full of instantly actionable advice - not just for high-stakes negotiations, but also for handling everyday conflicts at work and at home." -- Adam Grant, Wharton professor and bestselling author of ORIGINALS and GIVE AND TAKE "Emphasizes the importance of emotional intelligence without sacrificing deal-making power. From the pen of a former hostage negotiator - someone who couldn't take no for an answer - which makes it fascinating reading. But it's also eminently practical. In these pages, you will find the techniques for getting the deal you want." -- Daniel H. Pink, bestselling author of TO SELL IS HUMAN and DRIVE "Former FBI hostage negotiator Chris Voss has few equals when it comes to high-stakes negotiations. Whether for your business or your personal life, his techniques work." -- Joe Navarro, former FBI Special Agent and bestselling author of WHAT EVERY BODY IS SAYING "Filled with insights that apply to everyday negotiations." Business Insider "A master of persuasion." Forbes

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Book SynopsisA global security expert draws on psychological insights to help you master the art of social engineering—human hacking.

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Book SynopsisNetworking for Introverts shows you how to build meaningful relationships, find new clients and grow your business - all without pretending to be someone you're not.

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Book SynopsisRejection? It's nothing to be afraid of …Maybe you avoid situations where you might be rejected. You don't apply for that dream job. You don't ask for that pay rise. You don’t ask that person on a date. But it doesn't have to be that way – the only thing standing between you and your goals … is you. Jia Jiang had allowed his fear of rejection to rule his life. But he decided to take radical action: he quit his job and spent 100 days deliberately seeking out scenarios where he would likely be rejected, from ordering donuts interlinked and iced like the Olympic rings to asking to pilot a light aircraft. And something remarkable happened; Jia not only learned how to cope with rejection but also discovered that even the most outrageous request may be granted – if you ask in the right way.In this infectiously positive book Jia shares what he learned in his 100 Days of Rejection, explaining how to turn a 'no' into a 'yes', and revealing how you too can become Rejection Proof and achieve your dreams.Trade Review[An] entertaining study of rejection in all its many manifestations. * Daily Mail *Jia's compelling and inspiring book is a wonderful example of how shifting our perspective can allow us to really see what makes us tick. -- Dan Ariely, author of Predictably IrrationalRejection Proof smashes fear in the face with a one-two punch. You'll laugh out loud at Jia's crazy social experiments, but you'll also go away thinking differently about what you can accomplish. * Chris Guillebeau, author of The Happiness of Pursuit and The $100 Startup *I hope you buy two copies of this book because as soon as you read it, you'll want to give it to someone else who needs a boost of bravery too. * Jon Acuff, author of Do Over and Start *Rejection Proof is a fun, thoughtful examination of how to overcome our fears and dare to live more boldly. You have no idea what you can achieve until you try! * Nancy Duarte, author of Slide:ology *

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Book SynopsisStephen C. Young FIRC, ICF, ACSTH, is the founder and principle coach of Proactive Persuasion, a leading UK training consultancy specialising in the delivery of unique immersion-style seminars about persuasion. He is a professionally qualified career and management coach and has twenty five years' experience in the recruitment industry. He worked for a selection of advertising and executive search consultancies before in 1993 establishing his own highly successful executive search consultancy which he ran in Central London for twelve years employing a specialist team.Table of ContentsForeword About the Author Introduction Part One: Talking To The Subconscious Chapter 1 - Embedded Commands and Suggestions Part Two: Persuasive Language Patterns Chapter 2 - The Redefine Chapter 3 - The Agreement Frame Chapter 4 - Linguistic Mathematics Chapter 5 – Rapport Chapter 6 - Magical Because Chapter 7 - Awareness Patterns Chapter 8 - Verbal Pacing and Leading Chapter 9 - Feel Felt Found Chapter 10 - Internal Representations Chapter 11 - Motivational Direction Chapter 12 - Testing for the Truth Chapter 13 - Parts Therapy Chapter 14 - The Quotes Pattern Chapter 15 - Persuasive Body Language Part Three: Persuasive Questioning Technique Chapter 16 - Asking Persuasive Questions Part Four: Preparing to Persuade Chapter 17 - Questions to Ask Yourself Chapter 18 - Building Natural Confidence Chapter 19 - How to Practice Index

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Book SynopsisLEARN STRATAGIES FOR SUCCESSFUL DEAL MAKINGStar of the hit show Million Dollar Listing Los Angeles, Josh Flagg shares his secrets to mastering any negotiation in any industry and at any level. Throughout his career, Josh Flagg has faced off with challengers of all kinds in negotiations over the world’s most expensive and sought-after real estate. He has seen and put into practice what works and identified the “common tricks” that don’t. Josh has curated ten rules that, when applied to any deal, will significantly increase your chance of success, and make you the master negotiator your clients need you to be. Sample rules include: Rule #1: Don’t Sell Garbage- you are what you sell. Rule #2: You Only Have One Client- focus on the one you’re with. Rule #3: Up Your Attitude- be the person people want to represent them. Rule #8: Play the Psychologist- you a

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Book SynopsisSome people are born with a natural ''go-get-''em'' approach. For most of us, however, selling does not come naturally. This book demystifies the art of getting people to buy - whether it is as simple as convincing your friends to agree to your restaurant recommendation, or as complex as getting people to buy your million- dollar proposal at work.The book is a toolkit for self-exploration, analysis, learning and action plan development framed in a 5-week programme for building your unique sales self. Setting a clear objective for every week, it takes the reader through a simple 5-step programme: - Setting the foundation: the main principles of sales- Rational aspects of sales - Emotional aspects of sales - Connecting the dots: closuring and continuation of the sales cycle - Creating your personalised action plan and toolbox with aide memoires, frameworks and life hacks to use every dayEach chapter concludes with a summary of do''s and don''ts. The

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Book SynopsisInsightful, enlightening and thought-provoking, leading Premier League lawyer Daniel Geey lifts the lid on the inner workings of modern football. Whether it is a manager being sacked, the signing of a new star player, television rights negotiations, player misconduct or multi-million-pound club takeovers, lawyers remain at the heart of all football business dealings. Written by leading Premier League lawyer Daniel Geey, who has dealt with all these incidents first hand, this highly accessible book explores the issues--from pitch to boardroom--that shape the modern game and how these impact leagues, clubs, players, and fans.Featuring insider anecdotes and expert contributions, Done Deal provides football fans with a fresh and authoritative perspective on all off-field football matters.Trade ReviewIt's a pleasure to work with Daniel and he has a great understanding of the football industry. His book should be a must read for football fans. * Freddie Ljungberg *Required reading… Done Deal does a full and comprehensive job of explaining the myriad complexities behind the game’s biggest transfer deals… An enlightening read on finances at football’s top tables. * FourFourTwo *Fascinating, brilliant and mind-boggling at times, this book takes you behind the scenes of football. What happens on the pitch is only part of the story. Done Deal is essential reading if you want to get close to the full picture. -- Tony Evans * Evening Standard and ESPN *Done Deal is a testament not only to Daniel's vast knowledge on his subject, but also to his ability to present even the most complex ideas in a clear and vivid way. -- Gianluca VialliOne of the most sought-after advisers for players, agents and clubs. * Financial Times *A myth-busting and hugely entertaining look at the ever more complex machinations of the beautiful game. Essential. -- Raphael HonigsteinIf you want to know and understand how football really works, this is the book for you. -- Guillem BalaguéTable of ContentsForeword by Gianluca Vialli The changing game 1. The football ecosystem 2. Player transfers and contracts 3. Agents 4. Clubs 5. Youth development 6. Managers 7. Footballers and managers behaving badly 8. The global game 9. Football broadcasting Extra time About the author Acknowledgements Index

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Book SynopsisVeteran mediator Barbara Gray presents an innovative approach to successfully mediating multi-party disputes. A superb resource for managers, public officials and others working to solve complex problems such as labor disputes, disposal of toxic wastes, racial integration, and the use of biotechnology.Table of ContentsTables and Figures. Foreword. Preface. Acknowledgements. The Author. THE NEED FOR COLLABORATION. Collaboration: The Constructive Management of Differences. The Impetus to Collaborate. THE DYNAMICS OF COLLABORATION. The Collaborative Process. Turning Conflict into Collaboration: A Case Study. Understanding the Political Dynamics of Collaboration. Coping with Power and Politics: A Case Study. Fostering Collaborative Outcomes: A Mediator's Role. DESIGNS FOR COLLABORATION. Collaborative Designs for Solving Shared Problems. Collaborative Designs for Resolving Conflicts. TOWARD A COLLABORATIVE WORLD. Developing a Theory for Collaboration. Overcoming Obstacles to Successful Collaboration. Future Challenges for the Collaborative Process. References. Index.

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Book SynopsisForget about the hard bargain. Whether you’re discussing the terms of a high-stakes deal, forming a key partnership, asking for a raise, or planning a family event, negotiating can be stressful. One person makes a demand, the other concedes a point. In the end, you settle on a subpar solution in the middle—if you come to any agreement at all. But these discussions don’t need to be win-or-lose situations. Written by negotiation expert Jeff Weiss, the HBR Guide to Negotiating provides a disciplined approach to finding a solution that works for everyone involved. Using a seven-part framework, this book delivers tips and advice to move you from a game of concessions and compromises to one of collaboration and creativity, resulting in better outcomes and better working relationships. You’ll learn how to: Prepare for your conversationUnderstand everyone’s interestsCraft the right messageWork with multiple partiesDisarm aggressive negotiatorsChoose the best solution

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Book SynopsisThe world's best negotiators have moved beyond the conventional wisdom by utilising cutting-edge studies and real-world results. It's time you did too. For over twenty years, David Sally has been teaching the art of negotiation at leading business schools and to executives at top companies. Now, using insights from social psychology and game theory, he delivers the proven, clear, actionable advice you need to stay one step ahead. By studying great examples, from Machiavelli to Wall Street, Xi Jinping and Barack Obama, he explores how the game’s masters navigate the field strategically, craftily, even emotionally. The best know every negotiation is different and that your tactics are, in part, determined by your opponent. One Step Ahead will make sure that you have what it takes to come out on top, no matter who you are facing across the table.Trade Review‘Entertaining and conversational, [One Step Ahead] is an important tool for getting to yes, as well as understanding exactly what will prompt an opponent to say it.’ -- Publishers Weekly‘[A]ppealing, well-written ... a deep, thoughtful master class on the 'negotiation game.' * Kirkus *'A beautifully written book which is wise, funny, scientific, and practical.' -- Colin F. Camerer, Professor of Behavioral Economics at Caltech'I might write, ‘Words matter.’ But David Sally writes, ‘Words present facts, question assumptions, express emotions, issue orders, declare war, elevate cardinals to Pope, sentence offenders to prison, create contracts and promises, and so on.’ That’s why his books are so much more fun to read than mine. This is the wisest, most readable book on negotiation I’ve seen. Destined to become a classic.' -- Robert H. Frank, author of Under the Influence: Putting Peer Pressure to Work'From defusing ultimatums to the art of persuasion, Dave Sally delivers master lessons on negotiation. This book offers brilliant, practical, and engaging advice gleaned from business titans, world leaders, and scholars.' -- Maurice Schweitzer, Professor at the Wharton School and coauthor of Friend & Foe

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Book SynopsisThe 10th anniversary edition of the classic guide to handling life''s toughest conversationsWhat is a difficult conversation?Asking for a pay rise, saying ''no'' to your boss or spouse, confronting a friend, apologizing. We all have conversations that we dread and find unpleasant. But can we develop the skills to make such situations less stressful and more productive?Based on fifteen years of research and consultations with thousands of people, Difficult Conversations pinpoints what works. It teaches us to work through them by understanding that we''re not engaging in one dialogue but three:- The what happened conversation (what do we believe was said and done)- The feelings conversation (the emotional impact on everyone involved) - The identity conversation (what does this mean for everyone''s opinion of themselves)Use this ground-breaking, step-by-step book to turn your difficult conversations into positive, pro

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Book SynopsisJust making a decision can be hard enough, but how do you begin to judge whether it's the right one? Chip and Dan Heath, authors of #1 New York Times best-seller Switch, show you how to overcome your brain's natural shortcomings. In Decisive, Chip and Dan Heath draw on decades of psychological research to explain why we so often get it very badly wrong - why our supposedly rational brains are frequently tripped up by powerful biases and wishful thinking. At the same time they demonstrate how relatively easy it is to avoid the pitfalls and find the best answers, offering four simple principles that we can all learn and follow. In the process, they show why it is that experts frequently make mistakes. They demonstrate the perils of getting trapped in a narrow decision frame. And they explore people's tendency to be over-confident about how their choices will unfold. Drawing on case studies as diverse as the downfall of Kodak and the inspiring account of a cancer survivor, they offer both a fascinating tour through the workings of our minds and an invaluable guide to making smarter decisions.Winner in the Practical Manager category of the CMI Management Book of the Year awards 2014.Trade ReviewA well-written, thought-provoking book. * Management Today *A leader's most important job is to make good decisions, which - minus perfect knowledge of the future - is tough to do consistently . . . The Heath brothers explain how to navigate the land mines laid by our irrational brains and improve our chances of good outcomes. * Inc. *The writing is humorous and often surprising . . . coupled with their insightful analyses, the book proves particularly insightful. * Publishers Weekly *

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Book SynopsisNegotiation is a key skill for your job, your closest relationships, and even your everyday life, but often people shy away from it, feeling like they’re marching into battle or that they’re settling for less. Enter Alexandra Carter, Clinical Professor of Law and Director of the Mediation Program at Columbia University, NYC, who has taught students, business professionals and even the United Nations for more than a decade on this very topic. In Ask for More: Ten Questions to Improve Your Negotiations, Your Relationships and Your Life, Carter brings her breadth of knowledge to help anyone, regardless of their situation, ask for - and get - more. Rather than adhering to the popular narrative that only the loudest and most assertive among us get what they want, Carter invites readers to rethink negotiation entirely. Through asking open-ended questions rather than panicked ones, you’ll be better able to steer a convers

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Book SynopsisFT BUSINESS BOOK OF THE MONTH''A comprehensive, concise, and practical guide that will enable anyone, in any situation, to develop their strategic thinking'' Tiffani Bova, Chief Growth Evangelist, Salesforce, WSJ bestselling author, Growth IQ''A must read for everyone who ever deals with complex important challenges. There are many take-away gems here that will help you push through the knotty centre of hard-to-resolve problems. Highly recommended!'', Richard Rumelt, author of Good Strategy, Bad StrategyBeing strategic is a critical skill. It enables you to solve problems on a day-to-day basis while also keeping an eye on the long term, anticipating opportunities and mitigating threats along the way. Fred Pelard has been teaching strategic thinking to executives at all levels at leading companies around the world for almost 20 years. How to Be Strategic is his accessible andTrade ReviewI've learned more about strategic thinking from Fred than I did in my time at Harvard Business School * John Smith, COO, Burberry *Practical and comprehensive, How to Be Strategic reveals how to build your strategic mindset and gives you the most powerful tools * Roeland Assenberg, Director, Strategy and Banking, Monitor Deloitte Netherlands *You can learn more from Fred in a few hours than taking a strategy course over a semester as part of your MBA program! * Rajat Sharma, Director, Business Operations, LinkedIn *Fred's energy and expertise shine through irrespectively of the delivery method, and our 500+ learners this year have commented on clear frameworks, engaging style, and relevant examples every time * Tanya Dowling, Global Academy Manager, HSBC *I really like Fred's ability to explain with real life examples. His approach is far from being 'classic academic'; one could say that his is rather the perspective of a 'literate entrepreneur'. Fred is a very good story teller, and he holds your attention throughout * Federico Bonatti, CFO Switzerland, IKEA *Fred has brought valuable approaches to strategic analysis that have fast become go-to tools for our team. His sharp intellect, and deep knowledge of the tools left us perfectly equipped to use them in practice right away * Jon Page, Head of Technology Strategy, BBC *Sainsbury's have worked in partnership with Fred over many years, to develop the 'Strategic Mindset' of our brightest talent. His content is always hugely popular. Don't miss an opportunity to turn your teams into budding entrepreneurs * Stuart Comer, Group Head of Learning & Development, Sainsbury’s *Fred's concise and disruptive ideas have the power to align teams, change minds and speed up innovation * Richard Davidson-Houston, Head of All 4, Channel 4 *

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Book SynopsisRichard Templar specialises in taking a common sense approach to obvious subjects and making the commonplace seem revelatory. He lives a semi-virtual existence in rural Devon.

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Book SynopsisAre you your own boss? No idea where to turn for help? This is the guide for you.The 9-5 isn''t the only way to make a living. More and more of us are becoming freelancers, side-hustlers or creative entrepreneurs, drawn to flexible working, a better work-life balance and a greater sense of self-worth - all on our own terms. But once you''ve decided to strike out on your own, the reality dawns on you: where can you turn for help? How do you deal with a knotty client problem alone? What does payments on account even mean?These uncertainties left Anna Codrea-Rado feeling overwhelmed and alone when she first started out. But now, having documented the hard-won lessons and mistakes made along the way in her popular newsletter LANCE, she knows what makes up a successful freelance career. Based on these personal experiences, her candid advice has already helped thousands of people - florists, accountants and journalists alike - develop the skills, knowledge and confidence needed to thrive. And now you can too. From finding clients and setting rates, to saving for taxes and dealing with insecurities, You''re the Business will help you build a long-lasting career you love. Packed with everyday examples and transformative insights, this book will remind you that although you''re now going it alone, you don''t have to be alone.Trade ReviewBrilliant, incisive and empowering. Essential reading for anyone going it alone * Laura Jane Williams *Anna combines business acumen and a deep understanding of what makes freelancers tick. This makes for a book that is filled with practical advice laid out in a way that means you'll actually follow it. It's an indispensable guide for freelancers everywhere. * Harriet Minter *I've always wondered why they don't teach you how to set up and run a successful business, in school. If they did, this would be the textbook. * David Speed *

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Book SynopsisTable of ContentsAbout the Author vii Acknowledgments ix Preface — Context and relevance xi Chapter 1 – So You Think You Can Negotiate? 1 Chapter 2 – Virtual Negotiating 17 Chapter 3 – The Negotiation Clock Face 23 Chapter 4 – Why Power Matters 43 Chapter 5 – Time – The Distinct Advantage 65 Chapter 6 – The Ten Negotiation Traits 85 Chapter 7 – The 14 Behaviors that Make the Difference 101 Chapter 8 – The “E” Factor 135 Chapter 9 – Authority and Empowerment 163 Chapter 10 – Tactics and Values 183 Chapter 11 – Planning and Preparation That Helps You to Build Value 211 Final Thoughts 245 About The Gap Partnership 247 Index 249

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Book SynopsisRichard Newton is an author and business adviser. He worked for the management consultancy practices of Cooper & Lybrand, Ernst & Young, and A.T Kearney, and continues to provide consultancy through his own company, Enixus. Richard has worked with many professional services firms on major projects, and has helped a number of firms with engagement processes and service line definitions. He is the author of several books including The Project Manager and the award winning The Management Book.Table of ContentsTable of Contents Acknowledgements Preface Introduction Part 1 Understanding consultants and consultancy 1. Consultants and consultancy 2. Why does anyone buy consultancy? 3. Your consulting service 4. The three core processes of client-centric consulting Part 2 Consulting engagements 5. Finding and winning work 6. Transitioning 7. Delivering consulting engagements and satisfying clients 8. The alternative approach – process consulting and facilitation 9. Closing engagements and sustaining results Part 3 High-performance consulting 10. Developing long-term client relationships 11. The ethical dimension 12. The language of consulting 13. Knowing when to say no 14. Key consulting tips 15. The client’s perspective – buying consultancy Conclusion Part 4 Additional resources for consultants A. The tools, processes and materials of a consultancy business B. References C. Sample proposal letter Index

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Book SynopsisLearn to be a better negotiator--and achieve the outcomes you want.If you read nothing else on how to negotiate successfully, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you avoid common mistakes, find hidden opportunities, and win the best deals possible.This book will inspire you to: Control the negotiation before you enter the room Persuade others to do what you want--for their own reasons Manage emotions on both sides of the table Understand the rules of negotiating across cultures Set the stage for a healthy relationship long after the ink has dried Identify what you can live with and when to walk away This collection of articles includes: "Six Habits of Merely Effective Negotiators" by James K. Sebenius; "Control the Negotiation Before It Begins" by Deepak Malhotra; "Emotion and the Art of Negotiation" by Alison Wood Brooks; "Breakthrough Bargaining" by Deborah M. Kolb and Judith Williams; "15 Rules for Negotiating a Job Offer" by Deepak Malhotra; "Getting to Si, Ja, Oui, Hai, and Da" by Erin Meyer; "Negotiating Without a Net: A Conversation with the NYPD's Dominick J. Misino" by Diane L. Coutu; "Deal Making 2.0: A Guide to Complex Negotiations" by David A. Lax and James K. Sebenius; "How to Make the Other Side Play Fair" by Max H. Bazerman and Daniel Kahneman; "Getting Past Yes: Negotiating as if Implementation Mattered" by Danny Ertel; "When to Walk Away from a Deal" by Geoffrey Cullinan, Jean-Marc Le Roux, and Rolf-Magnus Weddigen.

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Book SynopsisInbox management can be the bane of your working life. If you are not careful, it can quickly become your main task and push aside the truly valuable work that you do. But it doesn't have to be that way.

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Book SynopsisGet what you want without compromising who you are: the new rules of persuasion to influence others for goodWe're all nice. In fact, we're told we're too nice and we have to change to succeed: 'Play the game!'; 'Beat them down!'; 'Toughen up!'. Do we have to choose between betraying our own values and being left behind without a voice? Absolutely not. We can naturally be persuasive and successful every day without making enemies of ourselves or other people.Influence is a science and renowned Yale professor Zoe Chance will help you master it in this fascinating book. Drawing on the latest behavioural research, entertaining real-life stories and the skills she teaches on her sell-out Yale University MBA course, Zoe Chance unpacks what influence is and how we are persuaded before setting out a series of powerful skills you can adopt to master the art of persuasion and influence. Her techniques include the Magic Question, Powerful Listening, the What Would It Take Question and Building Support. She also looks at how to use influence for maximum positive impact in the world - and how to defend yourself against the 'dark arts' of persuasion by other less scrupulous individuals or institutions.Bold, entertaining and efficacious, this indispensable book is a call to action for all the nice people in the world wanting to practice influence without resorting to manipulation, bullying or corruption to create a brighter more positive future.Trade ReviewThis book is special. It invites you in with the promise of a truly important topic; charms you with engaging stories and stylings; and treats you to a buffet of beautifully presented, scientifically grounded life lessons about social influence. By the end, my greatest wish was for even more pages. * Robert Cialdini, Author of Influence and Pre-Suasion *Fun, filled with great stories, and rooted in groundbreaking research, Influence Is Your Superpower explains the new rules of persuasion for a better world. * Charles Duhigg, author of bestsellers The Power of Habit and Smarter Faster Better *An engaging book on the science of encouraging other people to say yes . . . Zoe Chance's research won't just expand your repertoire of persuasive skills - it might also reduce your anxiety about being rejected. * Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife *Influence is your Superpower is so jammed with insight that you'll find useful advice on almost every page. This smart, accessible book will definitely make you a better persuader - and might even make you a better person. * Daniel H. Pink, #1 New York Times bestselling author of When, Drive, and To Sell Is Human *The secret to leading with humility is here in this smart, lively read. * Ed Catmull, co-founder of Pixar, author of Creativity, Inc. *

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Book SynopsisThis classic book on the psychology of communication has sold over 150,000 copies. Dr Laborde uses techniques derived primarily from NLP to create a set of state-of-the-art skills which the reader can use to improve any interaction. Extremely popular with management trainers and business and sales people for its methodological and straightforward approach to this complex subject.Trade Review".. . one of the most skilful, energetic and articulate presenters of the models developed through the NLP process." - John Grinder.

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Book SynopsisLEARN FROM THE MASTER OF SALES AND PERSUASIONJordan Belfort - immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system-the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan''s $1,997 online training. Now in WAY OF THE WOLF, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.Written in his own inimitable voice, WAY OF THE WOLF

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Book SynopsisJulie Starr is an expert and thought leader in the field of coaching. Since 2002, her best-selling book The Coaching Manual has supported the evolution of the coaching profession through simple, powerful principles and practical approaches. Her books are translated into many languages and are required reading on coach training programmes around the world. With over 20 years and thousands of hours coaching experience, Julie supports CEO's and executives from the world's largest organizations. Her approach is challenging, compassionate and empowers clear leadership.Trade Review“A breath of fresh air compared with many books on coaching and mentoring. The process of mentoring and the potential pitfalls are presented in a clear and challenging way.” David Megginson, Emeritus Professor of HRD, Sheffield Hallam University “A clear, pragmatic and accessible guide for mentors.” Professor David Clutterbuck and co-founder of the European Mentoring and Coaching CouncilTable of Contents1. What is mentoring? And what is it not? 2. What's different about a mentoring relationship? 3. Guiding principles for mentors 4. What do good mentors do well? 5. A process to support your journey 6. Pitfalls for the less experienced traveller 7. Summary and close

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Book SynopsisWhen it comes to persuasion, success can begin before you say a word.‘An instant classic.’ Forbes‘Utterly fascinating.’ Adam Grant, author of Originals and Give and Take‘Shockingly insightful.’ Chip Heath, co-author of Switch and Made to Stick NEW YORK TIMES BESTSELLERIn his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn’t just what we say or how we say it that counts, but also what goes on in the moments before we speak.This is the world of ‘pre-suasion’, where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say ‘yes’ even before they are asked. And as Cialdini reveals, it’s a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign – even persuade yourself to do something you find difficult.Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence.‘Mind-blowing.’ Management Today‘Accessible and intellectually rigorous.’ Books of the Year, The Times‘Fascinating, fluent and original.’ Tim Harford, author of The Undercover Economist Strikes BackTrade ReviewAn essential tool for anyone serious about science based business strategies. Pre-Suasion is well worth the long wait, and is destined to be an instant classic. The book belongs on the shelf of anyone in business, from the CEO to the newest salesperson. * Forbes *A fascinating, fluent and original book from one of the giants of behavioural science. -- Tim Harford, author of The Undercover Economist Strikes BackIt's a book that is guaranteed to be a bestseller among marketeers, but it should also be a must-read for any professional or consumer – in other words, all of us. -- David Halpern, CEO, the Behavioural Insights Team, author of Inside the Nudge UnitCialdini is no foubt the godfather of persuasion, and I wouldn't be surprised if Pre-Suasion causes another revolution in the influence arena … it is mind-blowing * Management Today *The great social psychologist Robert Cialdini has written another timeless and indispensable book about the psychology of influence. I'll be recommending it for years and years. -- Amy Cuddy, author of PresenceAn utterly fascinating read on how the most important drivers of persuasion aren't the words we choose in the moment, but how we set the stage beforehand. Robert Cialdini is the world's foremost expert on influence, and you will never look at it the same way again. -- Adam Grant, author of Originals and Give and TakeCialdini collates an impressive array of studies suitable for academic and general readers. -- Books of the Year * Times Higher Education *No social psychologist's research has been used more often or successfully than that of Robert Cialdini, who literally "wrote the book" on influence. Now, he's done it again, showing us the power of the moment before an attempt to persuade. This is classic Cialdini - authoritative, original, and immediately practical. -- Richard H. Thaler, co-author of Nudge and author of MisbehavingRobert Cialdini's Influence is, by a wide margin, the book that I recommend most often. Pre-Suasion may be even more shockingly insightful. -- Chip Heath, co-author of Switch and Made to StickBoth accessible and intellectually rigorous -- Books of the Year * The Times *No stone is left unturned … Cialdini builds a convincing and lushly written case * People Management *His trove of findings and case studies covers how our focal points determine who we see as influential * Nature *[Cialdini] argues that the content of an advertisement or selling strategy is less important than the context. You can try to improve your core pitch as much as you like, but if you haven’t paid attention to background circumstances (such as the film people were watching at the time), you won’t get anywhere. -- Matthew Syed * The Times *Cialdini, author of the best-selling Influence, returns with a book that points out how setting the scene for your audience — “pre-suading” them — is as important as the message itself. -- Best Books of 2016 * Financial Times *Cialdini's classic work, Influence, added some real science to the art of sales and marketing. In this sequel, he extends his original work and reveals how the human mind works in buying situations. Essential stuff. -- Best Sales and Marketing Book of the Year * Inc. *Builds on [Cialdini's] pioneering text Influence, which was released in 1984 and sold three million copies worldwide . . . Introduces the idea of timing to the ideas of Influence and pushes them into the digital age. * Independent *Pre-Suasion is packed with new research, tactics and insights . . . An instant classic. * Entrepreneur *Exhaustively reviews the research not on how to influence others but on how to make people ready to be influenced . . . Compelling. * Wall Street Journal *Robert Cialdini is perhaps the foremost expert on effective persuasion . . . The book provides a vast catalogue of research and techniques, many of them marketing related. * Harvard Business Review *[Both a] work of cutting-edge scholarship and an insightful guide to the strange working of the human mind, Pre-Suasion packs a good punch for business leaders who want to understand their customers. * Belfast Book Review *Table of Contents i: Acknowledgments ii: Author's Note Part 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION 1: PRE-SUASION: An Introduction 2: Privileged Moments 3: The Importance of Attention . . . Is Importance 4: What's Focal Is Casual 5: Commanders of Attention 1: The Attractors 6: Commanders of Attention 2: The Magnetizers Part 2: PROCESSES: THE ROLE OF ASSOCIATION 7: The Primacy of Associations: I Link, Therefore I Think 8: Persuasive Georgraphies: All The Right Places, All the Right Traces 9: The Mechanics of Pre-Suasion: Causes, Constraints, and Correctives Part 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION 10: Six Main Roads to Change: Broad Boulevards as Smart Shortcuts 11: Unity 1: Being Together 12: Unity 2: Acting Together 13: Ethical Use: A Pre-Pre-Suasive Consideration 14: Post-Suasion: Aftereffects iii: References iv: Notes v: Index

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Book SynopsisNeil Mullarkey is a communication expert based in London, UK. He has delivered hundreds of keynotes and workshops to various organizations, including Microsoft, KPMG, WPP, Saatchi & Saatchi, Vodafone, EY, Google, Deloitte and GSK. He is a guest speaker at London Business School, London Business Forum and Bayes Business School. He is also a prominent comedian. He performs weekly at the Comedy Store London and often appears on TV and radio shows such as QI and The Pentaverate.Trade Review"A creative masterclass for every moment." * Mike Myers *"Neil Mullarkey is the master of the moment and this book weaves together his planet-sized brain and funny bones with uber practical ideas to bring magic to the mundane." * Caroline Goyder, author of 'Gravitas' *"Neil Mullarkey has done the unthinkable: he's managed to write a book about improvisation and business that is devoid of cliches. In the Moment provides practical insights to unlock the creativity and innovation of your best self." * Kelly Leonard, VP, Creative Strategy, Innovation and Business Development, The Second City *"Innovative, smart, practical, original, and above all, a fun read." * Nigel Nicholson, Emeritus Professor of Organisational Behaviour, London Business School *"This masterpiece gives you the tools to seamlessly blend structure and creativity, unleashing untapped potential and heralding a new age of unprecedented accomplishment." * Stephen Shapiro, innovation expert and author *"In a world that's more volatile and uncertain than ever, businesses need people who can communicate with confidence. This is what Neil does and he teaches it brilliantly." * Matt Brittin, President, Google EMEA *"Neil Mullarkey has written a masterpiece on how to improve your spontaneity to increase momentum at work." * Mark Bowden, author and communication coach *"This book has everything. It shares a message we all need to hear about leadership in the moment and in virtual times. We should risk winning if we are to build the world we all want to live in." * Dr Jacqui Taylor, Founder & CEO, FlyingBinary *"A concise, powerful read that redefines collaboration and communication, perfect for professionals eager to thrive in today's dynamic landscape." * Michelle Taite, Global Chief Marketing Officer, Intuit Mailchimp *"Technical ability and knowledge is important but not enough. It's about the people, relationships, communication and respect. Neil takes you on a journey of stories and practical tips essential for today's leaders." * Dr Lynne Maher, Adjunct Associate Professor, The University of Tasmania *"Discover the full importance of human ingenuity and relationships at work. Neil's unique approach makes this both a fun and insightful read." * Ben Renshaw, leadership thinker and author *"Neil Mullarkey is a master of his craft. He is educated, erudite and enthusiastic about how business can be better by using the soft skills associated with his comedy career." * Paul Boross MBE, speaker and pitch doctor *"In a world moving at pace and in unpredictable directions, improvisation is an essential leadership capability in its own right. Neil is a master and he has set out the principles for us all in this book." * Dr David Pendleton, Professor in Leadership, Henley Business School *"I strongly recommend this book to anyone who wants to increase their productivity and enjoyment at work." * Luke Johnstone, author and entrepreneur *"This book shows you how the magic of being 'in the moment' can transform your career. Simply brilliant!" * Graham Shaw, coach and award-winning author *"The interpersonal and communicative skills that this book will sharpen are absolutely critical for business leaders to navigate complexities and manage teams." * Doris Claesen, Ads Marketing Lead, APAC at Google *"This book will help every leader make an impact and create momentum." * Lesley Uren, Senior Client Partner and President, EMEA Consulting, Korn Ferry *"An amazingly eclectic, thought-provoking and above all, useful book. There is something for everyone in Neil's great book, one that I'll pick up time and time again." * Andrew Cross, Professor of Practice, Hult EF *"You'll be better at communication, comprehension and life by reading this brilliant book." * Michael Heppell, author, speaker and coach *"No technology can replace the human ability to collaborate, communicate and create at work. Learn how you can sharpen these abilities with Neil's fascinating book." * Steve McDermott, author and founder, The Confident Club *"Wow, Neil is simply the best of the very best. If confidence, innovation and turning work into an adventure are on your agenda then read this book today!" * David Taylor, author and founder, Naked Leader *"A highly engaging and elegantly written book. Neil discusses the tension between structure and spontaneity and offers some great practical tools and techniques for the reader to improve their own practice, whatever it is they do." * Dr Graham Curtis, Director of Operations, Roffey Park Institute *"Road-tested with top executives from around the world, Neil's techniques will ensure that you succeed whatever your role." * Dave Allen, Founder, Brandpie *"Neil has written a stirring playbook for personal growth and leadership. The ease, clarity and depth with which he discusses these topics will rewire your thinking and vocabulary for good." * Asad Ur Rehman, expert media and communication professional *"A refreshing antidote to all those "be a great leader" courses and books which are inflicted on us. Read this instead!" * Richard Westney, HR Consultant *"There are no three greater skills in life than confidence, communication and creativity, and no better person than Neil Mullarkey to help you master them." * Luke Manning, Head of LSEG Foundation, London Stock Exchange *"Like a Swiss Army Knife for effective business communication." * Veronika Elsener, Chief Marketing Officer, Victorinox *"In the Moment is chock-full of practical tips, road tested with real leaders, and great fun to read." * Donald Sull, Senior Lecturer, MIT Sloan School of Management *"This book is proof of how serendipity and improv and work together in daily life to actively create futures." * Annie Pye, Professor of Organization Studies, Cardiff University *"The warmth, wisdom and wonder of Neil Mullarkey radiate out from every page of this entertaining, inspiring and rigorously researched book. If you want to be your best, buy this book!" * Simon Lancaster, speechwriter and author of Connect *"Gives a 360 degree perspective for everyone to utilize fascinating insights before taking the advantage to craft their own success." * Erwin Parengkuan, CEO & Founder, TalkInc. *"If you want to have a future in work then this is a book that demands to be kept within an arm's reach." * Steve Martin, Faculty Director, Columbia Business School *"Charming and practical advice for those navigating the uncertain and often confusing corporate world." * Mike Southon, co-author, The Beermat Entrepreneur *"No technology can replace the human ability to collaborate, communicate and create at work. Learn how you can sharpen these abilities with Neil's fascinating book." * Sophie Devonshire, CEO, The Marketing Society *"This book is a menu of practical ideas that you can select as you wish to boost your esteem, presentation skills and creative powers." * Brendan Barns, Founder, London Business Forum *"Neil Mullarkey has such incredibly diverse experiences and so many brilliant stories. This book brings his insights to life." * Kate & Helen Richardson-Walsh, Olympic Hockey Gold Medallists *"Whether you're seeking to connect with a co-worker, feel more credible and confident in a presentation, or step up to lead in a new situation, Neil Mullarkey's insightful book will show you how to communicate - and learn - more effectively." * Herminia Ibarra, Charles Handy Professor of Organizational Behaviour, London Business School *"A powerful case for a more collaborative and more creative approach to work." * Stefan Stern, columnist and author *"A fabulous quiver of practical tools for the business executive of any level - a great reminder to listen, experiment and empower." * Tom Gathercole, Head of EMEA & EVP, Aircastle Limited *"It's delicious to imagine a corporate world in which all of Neil Mullarkey's insights and tips are heeded and acted upon; where we all approach the world with a "yes and..." mindset." * Sarah Nelson Smith, Global Head of Corporate & Commercial, Legal at Booking.com *"Outstandingly written, thought provoking and hugely transferable into daily life for business professionals." * Simon Ewins, Managing Director, UK Hotels & Restaurants, Whitbread PLC *"Ever wondered what improv comedy can offer the world of organisations and business? This book has many answers, with a unique blend of stories and research." * Paul Z Jackson, Director, The Solutions Focus *"A truly excellent book. Neil has connected all of the dots between improvisation and business for you." -- Deborah Frances-White, comedian, author and screenwriter"Backed up by fascinating research, stories and case studies, Neil Mullarkey offers some home truths and superb advice." * Caroline Webb, leadership coach and author, How to Have a Good Day *"Easily digestible, this book provides a mix of great hints and tips with case studies." * Joanna Causon, CEO, The Institute of Customer Service *"Neil Mullarkey's insights bring flexibility to corporate strategy and strengthen human connections as our work paradigm shifts." * Jesús Fernández Muñoz, Principal Office in Europe, Office of Outreach and Partnerships, Inter-American Development Bank, Madrid *"How spontaneous are you? Are you willing to drop your plans and be inspired? If so, this brilliant book was written for you." * Robert Holden, author, Shift Happens and Higher Purpose *"A must read for anyone leading or managing, Neil Mullarkey is entertaining and practical in equal measure. Some insights that will make you stop and question, balanced with real examples and tools that you can use yourself." * Malcolm Brown, CEO, Angel Trains Limited *"This book teaches interpersonal skills which ChatGPT can't do; and which are even more necessary now that ever." * Vanessa Lui, CEO and co-founder, Sugarwork *Table of Contents Chapter - 01: Improv and me; Chapter - 02: Human connection; Chapter - 03: Collaboration; Chapter - 04: Creativity; Chapter - 05: Leadership mindset; Chapter - 06: Meetings; Chapter - 07: Humour; Chapter - 08: Serendipity; Chapter - 09: Storytelling; Chapter - 10: Where next?;

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Book SynopsisLeigh Thompson is a Distinguished Professor of Dispute Resolution & Organizations at the Kellogg School of Management at Northwestern University. She directs the Leading High Impact Teams executive program, the Kellogg Team and Group Research Center, and co-directs the Negotiation Strategies for Managers program. An active scholar and researcher, she has published more than 110 research articles and chapters and has authored 9 books, including: Creative Conspiracy: The New Rules of Breakthrough Collaboration, The Mind and Heart of the Negotiator, Making the Team, Organizational Behavior Today, Creativity and Innovation in Organizational Teams, Shared Knowledge in Organizations, Negotiation: Theory and Research, The Social Psychology of Organizational Behavior, and Confl ict in Organizational Groups. Thompson speaks and conducts workshops on negotiation teamwork, collaboration, and creativity skills for large and small organizations across the globe.Table of ContentsIntroduction vii Part 1: Negotiation: A 30,000-foot view 1 Truth 1: Negotiation: A natural gift? 3 Truth 2: The magic bullet: Preparation 7 Truth 3: Your industry is unique (and other myths) 11 Truth 4: Win–win, win–lose, and lose–lose negotiations 15 Truth 5: Four sand traps in the golf game of negotiation 19 Truth 6: If you have only one hour to prepare 23 Part 2: The bottom line on bottom lines 27 Truth 7: Identify your BATNA 29 Truth 8: Develop your reservation price 33 Truth 9: It’s alive! Constantly improve your BATNA 37 Truth 10: Don’t reveal your BATNA 41 Truth 11: Don’t lie about your BATNA 45 Truth 12: Signal your BATNA 49 Truth 13: Research the other party’s BATNA 53 Part 3: Black belt negotiation skills 55 Truth 14: Set optimistic but realistic aspirations 57 Truth 15: The power of making the fi rst off er 61 Truth 16: What if the other party makes the fi rst off er? 65 Truth 17: Plan your concessions 69 Truth 18: Be aware of the “even-split” ploy 73 Truth 19: Reveal your interests 77 Truth 20: Negotiate issues simultaneously, not sequentially 81 Truth 21: Logrolling (I scratch your back, you scratch mine) 85 Truth 22: Make multiple off ers of equivalent value simultaneously 89 Truth 23: Postsettlement settlements 93 Truth 24: Contingent agreements 97 Part 4: Psychology 101 Truth 25: The reciprocity principle 103 Truth 26: The reinforcement principle 107 Truth 27: The similarity principle 111 Truth 28: The anchoring principle 115 Truth 29: The framing principle 119 Part 5: People problems (and solutions) 123 Truth 30: Responding to temper tantrums 125 Truth 31: How to negotiate with someone you hate 129 Truth 32: How to negotiate with someone you love 133 Truth 33: Of men, women, and pie-slicing 137 Truth 34: Your reputation 141 Truth 35: Building trust 145 Truth 36: Repairing broken trust 149 Truth 37: Saving face 153 Part 6: I-negotiations and E-negotiations 157 Truth 38: Negotiating on the phone 159 Truth 39: Negotiating via email and the Internet 163 Truth 40: When negotiations shift from relational to highly transactional 167 Truth 41: Negotiating across generations 171 Truth 42: Negotiating with diff erent organizational cultures 175 Truth 43: Negotiating with diff erent demographic cultures 179 Part 7: Negotiation Yoga 183 Truth 44: What’s your sign? (Know your disputing style) 185 Truth 45: Satisfi cing versus optimizing 189 Truth 46: Are you an enlightened negotiator? 193 References 197 Acknowledgments 203 About the Author 204

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Book SynopsisAre you stuck in a career rut? Are your former peers progressing ahead of you? Are you doing all the hard work but getting none of the rewards? Are you wondering what everyone else seems to know that you don''t?Asking for a promotion ranks high on the list of life''s most anxiety-inducing activities. Putting yourself out there to higher-ups can be intimidating, and competition can be fierce, especially in the current economic climate. And, of course, what if they say no?But it''s also one of the most important things you can do for your career. If you want to move forward in your company or field, promotions are part of the game and they won''t just be handed to you - you have to work - and ask - for them. Ready to take that next step? Penguin Experts Series: Get Promoted will give you everything you need to know before the big conversation.

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Book SynopsisNegotiation is an essential business skill; but do you really know how to do it really well? This is your simple, straightforward and empowering guide to effective business negotiations will help you get  the result you want first time, every time.Table of ContentsAbout the author Author's acknowledgements Publisher's acknowledgements Foreword Introduction PART ONE: WHY NEGOTIATION MATTERS Chapter 1: We’re all negotiators Chapter 2: The cost of not negotiating Chapter 3: The win win win of negotiating Chapter 4: Rate your negotiation skills Chapter 5: Who has the power? PART TWO: The 11 steps of negotiation Chapter 6: Prepare and plan Chapter 7: Give a great first impression Chapter 8: Ask the right questions Chapter 9: Listen well Chapter 10: Use your head Chapter 11: Read body language Chapter 12: Watch out for lying Chapter 13: Use the right strategies and tactics Chapter 14: Influence the other side Chapter 15: Know how to bargain Chapter 16: Handling conflict Chapter 17: Confidence when negotiating PART THREE: HOTSPOTS Hotspot 1: How to ask for a salary increase Hotspot 2: How to negotiate a discount Hotspot 3: How to negotiate on the phone Hotspot 4: How to negotiate as a team Hotspot 5: How to negotiate by email Hotspot 6: How to negotiate internationally Index

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Book SynopsisRichard Newton has run his own independent consulting business Enixus, providing services globally, for 15 years. As part of his work, he has advised other companies on setting up consultancies, and on their engagement management processes. He has also held NED roles with consultancies. Before going independent, he worked for the major international consultancies Coopers & Lybrand, Ernst & Young and A.T. Kearney. Through his own business he has worked alongside many of the major consultancies in the world. This is Richard's 13th full length book. His books which have been translated into 17 languages, and five of his books have gone to a second editions. Some of his books have sold tens of thousands of copies in English alone. His book The Management Book, won the CMI's Management Book of the Year in 2013. He is also the author of the highly regarded The Management Consultant, which is in its second edition, and has established Richard's repTrade Review'This book is SO needed! If only a book like this existed when I took the plunge 18 years ago to go freelance, a companion like this would have been invaluable. If you're just setting up your independent advisory or consultancy business, or even if you're established and want to know if you could be doing things better, I strongly recommend you read this book.' Rafe Offer Entrepreneur, Speaker, Founder of Sofar Sounds 'This is an immensely practical and grounded guide to succeeding as a freelancer. From the comprehensive coverage to the in-depth guides, real-world case studies and incredibly helpful checklists it will take you through every step you need to launch and prosper in a freelance business. It's realistic and practical approach is a refreshing antidote to the hype and pie-in-the-sky thinking we're all far too used to having pushed at us when it comes to succeeding with your own business. This book beats a different path, and it's one that will lead you to success.' Ian Brodie. Consultant. Creator of Value-Based Marketing. Author of Email Persuasion 'Richard Newton's The Freelance Book is a detailed guide to launching your business as a freelancer and keeping your sales funnel full of high-quality leads.' Kai Davis, Growth Marketing for Indie Consultants & Freelancers ' The Freelance Book by Richard Newton provides comprehensive, fact-based insights into a freelance consulting career. In this book, the author provides not only the inspiration but also the practical guidance required for independent consultants to successfully navigate their challenging career path.' Uzma Aitqad, founder and CEO Magna People Change Consulting 'For those in the wild world of independent consulting, this book is chock full of wisdom for you. Despite the fact that we consider our firm to be somewhat larger than the target audience, the advice (everything from finding your focus to running successful and paid engagements) seems to apply to us, and, dare I say it, to larger firms as well!' Doug Sheperdigian, Managing Director, Atlantic Customer SolutionsTable of Contents Introduction Part 1 The essentials 1 Why be a freelancer? 2 Different types of freelancers and what they offer 3 Understanding why clients hire freelancers Part 2 Design your freelance business 4 Defining your specialisation 5 Profiling your clients 6 Pricing your services 7 Preparing yourself for freelancing Part 3 Selling and winning your first engagement 8 Marketing and finding clients 9 Selling and making sure you get paid 10 Running your first engagement Part 4 Developing your business and your expertise 11 Improving your engagements 12 Building relationships to drive your freelance success 13 Developing your credibility and influence with clients 14 Thriving and leveraging freelancing for other interests Further reading and other resources Index

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Book Synopsis 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. Trade Review“Better than any other I've seen, this book identifies the psychological factors underlying each of the major stages of the negotiation process and describes how to harness them for success.” Robert Cialdini, Author of Influence and Pre-Suasion "All negotiation practitioners need to read this essential book by the talented and insightful Prof. Dr. Kasia Jagodzinska. She methodically outlines the critical steps from preparation to agreement through sustaining implementation. Most importantly, she highlights the emotional factors always present in any high-stakes negotiation. A must-read.” Gary Noesner Chief, FBI Crisis Negotiation Unit (retired) "Dr. Jagodzinska walks the negotiator through the entire process of high-impact negotiations and the many challenges that will arise during the complex process, starting with understanding yourself first. This book is an essential guide for any business negotiator." Lieutenant Jack Cambria, Instructor, Police Advisor, Corporate Trainer, NYPD Hostage Team Commander, USA “This book offers an excellent overview of the challenging process of negotiation and is a must-read for all those actively involved in business.” Jonathan Faust, CFO, Hewlett Packard Enterprise (HPE), USA “This is a fantastic brain teaser and compendium guiding you through the complete high-impact negotiation process. You might find insights which turn your long-standing practices upside-down… only to become an even better negotiator.” Anette Weber, Management Board Member and Group CFO, Bucherer AG, Switzerland “The book takes the reader through the negotiation process from start to finish and is filled with practical tools and approaches to help you become a winning negotiator. Beginners or negotiation experts, all will find concrete tips and advice ready for immediate use in this great guide.” Rene Koets, Partner, Head of Management Consulting, KPMG SwitzerlandTable of ContentsPart I: The Negotiation Mindset 1. Negotiation starts from within 2. Defining the negotiation mission statement 3. Setting the goal 4. Establishing the objective 5. Gathering the necessary information 6. Deciding the best approach for the negotiation 7. Negotiating virtually Part II: The Negotiation Process 8. Designing the right environment for the negotiation 9. Creating value in negotiations 10. Taking the lead in the negotiation 11. Opening the negotiation 12. Successfully executing the dealing phase 13. Closing the deal 14. Keeping the momentum after the negotiation

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Book SynopsisSimon Horton is one of the world's leading experts and trainers on negotiation, he has written a number of successful books on the topic. Over a 20-year career in the field, he has worked with many of the world's leading businesses. He is a Visiting Lecturer at Imperial College and regularly appears on television, radio, national newspapers and magazines as a guest expert on related subjects. He has performed as a stand-up comedian and as a trapeze artist.Table of Contents1.Aim High 2.Look for clues 3.Listen, listen, listen 4.Be strong 5.Co-create the right solution 6.Say it the right way

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Book SynopsisLearn to assess the situation, manage your emotions, and move on.While some of us enjoy a lively debate with colleagues and others prefer to suppress our feelings over disagreements, we all struggle with conflict at work. Every day we navigate an office full of competing interests, clashing personalities, limited time and resources, and fragile egos. Sure, we share the same overarching goals as our colleagues, but we don't always agree on how to achieve them. We work differently. We rub each other the wrong way. We jockey for position.How can you deal with conflict at work in a way that is both professional and productive--where it improves both your work and your relationships? You start by understanding whether you generally seek or avoid conflict, identifying the most frequent reasons for disagreement, and knowing what approaches work for what scenarios. Then, if you decide to address a particular conflict, you use that information to plan and conduct a productive conversation. The HBR Guide to Dealing with Conflict will give you the advice you need to: Understand the most common sources of conflict Explore your options for addressing a disagreement Recognize whether you--and your counterpart--typically seek or avoid conflict Prepare for and engage in a difficult conversation Manage your and your counterpart's emotions Develop a resolution together Know when to walk away Arm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.

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Book SynopsisWield your power for greater influence and impact.With formal authority comes power. But few people realize that informal power--the kind that doesn't come with a title--can have just as much impact. How do you use your power for greater influence?This book explains how power affects our emotions, our behavior, and how we work with others. You'll learn how to use self-awareness to keep your power in check, connect with the right people to create more value, respond to abuses of power, and leave a lasting impression.This volume includes the work of: Dan Cable Peter Bregman Harrison Monarth Dacher Keltner HOW TO BE HUMAN AT WORK.HBR's Emotional Intelligence Series features smart, essential reading on the human side of professional life from the pages of Harvard Business Review. Each book in the series offers proven research showing how our emotions impact our work lives, practical advice for managing difficult people and situations, and inspiring essays on what it means to tend to our emotional well-being at work. Uplifting and practical, these books describe the social skills that are critical for ambitious professionals to master.

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