Description
Book SynopsisSimon Horton has been teaching Negotiation Skills for over 10 years, having taught hostage negotiators, senior purchasing officers for some of the largest global manufacturing companies and solicitors at the most prestigious law firms in the world. He's also a Visiting Lecturer at Imperial College, University of London.
Table of ContentsINTRODUCTION
CHAPTER 1: NEGOTIATION FUNDAMENTALS
CHAPTER 2: THE STRONG WIN-WIN PRINCIPLES
CHAPTER 3: PREPARE!
3.1 YOUR WIN
3.2 THEIR WIN
3.3 MULTI-PARTY NEGOTIATIONS
3.4 PREPARING YOURSELF
CHAPTER 4: DEVELOP YOUR PLAN
CHAPTER 5: ESTABLISH HIGH CREDIBILITY AND HIGH RAPPORT
5.1 RAPPORT
5.2 CREDIBILITY
5.3 RAPPORT VS CREDIBILITY
5.4 INCREASING YOUR POWER
CHAPTER 6: MOVE THEM TO WIN-WIN
6.1 TURN THEM INTO A SWORN-IN WIN-WIN FANATIC
6.2 CHANNEL THEIR SELF-INTEREST
6.3 DEALING WITH DIFFICULT PEOPLE
CHAPTER 7: SOLVE THE PROBLEM
7.1 PROBLEM-SOLVING
7.2 COMMUNICATION
7.3 DEADLOCK
7.4 CONCESSIONS
7.5 DEALING WITH DIRTY TRICKS
CHAPTER 8: TRUST BUT VERIFY
8.1 SEEK TO TRUST
8.2 HOW TO TELL IF YOU CAN TRUST THEM
8.3 INCREASE THEIR TRUSTWORTHINESS
8.4 WHAT TO DO IF YOU REALLY CAN NOT TRUST THEM AT ALL
AFTERWORD
Further reading
