{"product_id":"once-upon-a-deal-stories-about-life-work-and-negotiation-9781788604116","title":"Once Upon a Deal…: Stories about life, work and","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eNegotiation is everywhere. Even though we use it all the time - at work, at home, with family and friends – many of us are negotiating without realising it. Negotiation can be described as the process of getting what we want, from people who want something from us and is an art built around the science of a defined process, the Scotwork 8-Step Framework.\u003c\/p\u003e\u003cp\u003eFor a number of years, our negotiation experts have written about the issues of the day and have compiled a selection of negotiation stories for this book. \u003cem\u003eOnce Upon a Deal…\u003c\/em\u003e brings colour to our framework to help you think differently about negotiation and help you be more in control and confident to enable you to get what you want and contribute to enhanced collaborative interactions.\u003c\/p\u003e\u003cp\u003eGet ready…\u003c\/p\u003e\u003cp\u003eSCOTWORK has been in the business of developing capability in commercial negotiation for nearly 50 years: these entertaining stories are drawn from the team’s extensive and rich experience across many sectors and situations\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis book can showcase a new way of approaching negotiations training and skills development. You will find a model of approaching negotiations that has eight stages: preparation, argument, signalling, proposing, packaging bargaining, closing and agreement. The authors walk you through each stage via storytelling and providing examples. This makes the book easy to read, comprehend and observe theory application in practice. Nice book that can be useful for any party in negotiations.\u003c\/p\u003e * Netgalley *\u003cbr\u003e\u003cp\u003eUseful and accessible content, engagingly written. Highly recommended window into the art of negotiating.\u003c\/p\u003e * Amazon *\u003cbr\u003e\u003cp\u003eLots of great, practical hints wrapped up in thorough knowledge and experience told in an entertaining and readable way\u003c\/p\u003e * Amazon *\u003cbr\u003e\u003cp\u003eVery interesting, fun and educational - lots to take away from this book. Highly recommended!\u003c\/p\u003e * Amazon *\u003cbr\u003e\u003cp\u003eSimple stories that explain complex concepts and provides practical tips\u003c\/p\u003e * Amazon *\u003cbr\u003e\u003cp\u003eFull of short interesting topical stories, each one exploring a negotiating idea or technique. Thought provoking and fun.\u003c\/p\u003e * Amazon *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eCHAPTER 1 - EFFECTIVE PREPARATION\u003cbr\u003e1. In the Bubble\u003cbr\u003eHow preparation gives you a shot at the title\u003cbr\u003e2. The Infinite Negotiation Monkey Cage\u003cbr\u003ePreparation \u0026amp; Practice makes Perfect\u003cbr\u003e3. Another fine mess!\u003cbr\u003eThe perils of the poor teamwork\u003cbr\u003e4. Who prepares wins!\u003cbr\u003eIf you fail to plan, you plan to fail -Abraham Lincoln\u003cbr\u003e5. The Computer Says No\u003cbr\u003eComputers manage tasks, negotiation requires skill\u003cbr\u003e6. Leverage\u003cbr\u003eBe careful not to underestimate the Power you have...\u003cbr\u003e7. Another Red Line Breached\u003cbr\u003eInflexibility is a straitjacket in negotiation\u003cbr\u003e8. On the Ropes\u003cbr\u003eIf data is at play, make sure you’ve mastered it\u003cbr\u003e9. Negotiating Advice for Politicians\u003c\/p\u003e\u003cp\u003eWhen will they ever learn\u003cbr\u003e10. My Mother and the EU\u003cbr\u003eBeware of making the future a certainty...\u003cbr\u003eCHAPTER 2 – THE ARGUE STEP\u003cbr\u003e1. Is This the Right Room for an Argument?\u003cbr\u003eToo much persuasion limits negotiation\u003cbr\u003e2. Creativity; It’s the Future\u003cbr\u003e“Remember to look at the stars not down at your feet”\u003cbr\u003e3. No Hard Feelings\u003cbr\u003eGood negotiators understand how to manage their behaviour and the other party’s\u003cbr\u003e4. 6 Second Delay\u003cbr\u003eTaking time under pressure\u003cbr\u003e5. Going through the motions!\u003cbr\u003eAttention and listening gives you an advantage\u003cbr\u003e6. Show up and throw up!\u003cbr\u003eConstructive dialogue is more about listening than talking...\u003cbr\u003e7. Who needs negotiators when you have processes?\u003cbr\u003eThe perils of letting the machines replace the conversation\u003cbr\u003e8. Nice but not dim\u003cbr\u003eThe perils of losing out by being too Agreeable...\u003cbr\u003e9. Give to Get - When Persuasion Doesn't Work\u003cbr\u003eWhen it’s time to stop selling and start negotiating...\u003c\/p\u003e\u003cp\u003eCHAPTER 3 – READING AND RESPONDING TO SIGNALS\u003cbr\u003e1. Mind Your Language!\u003cbr\u003eWhy precision is important\u003cbr\u003e2. Liar, Liar Pants on Fire\u003cbr\u003eSome word of caution about lying\u003cbr\u003e3. It's only words...\u003cbr\u003eThe importance of non-verbal communication\u003cbr\u003e4. Mind Your Language\u003cbr\u003eListen carefully, the subtleties are important\u003cbr\u003e5. Unconscious Bias\u003cbr\u003eIt’s still out there, we’re all still susceptible\u003cbr\u003e6. An Opinion-Free Blog\u003cbr\u003eSaying it doesn’t make it true\u003cbr\u003e7. Haircut 101\u003cbr\u003eThe same approach won’t work in every situation...\u003c\/p\u003e\u003cp\u003eCHAPTER 4 – CREATING MOMENTUM THROUGH PROPOSALS\u003cbr\u003e1. There’s never anything on anyway\u003cbr\u003eIf you don’t ask, you don’t get...\u003cbr\u003e2. Strictly Come Negotiating\u003cbr\u003eDancing to the beat of a better deal...\u003cbr\u003e3. Inside room only...\u003cbr\u003eYou CAN always get what you want...\u003cbr\u003e4. High Bar of Collaboration\u003cbr\u003eEven sports people can see the advantages of collaboration over competition\u003cbr\u003e5. Tell Them What You Want\u003cbr\u003eTake advantage by making your proposal first\u003cbr\u003e6. Bad Golf\u003cbr\u003eThe power of a proposal\u003cbr\u003e7. Cash or Card\u003cbr\u003eThe more specific your proposal, the better\u003cbr\u003e8. Open Buying\u003cbr\u003eDevelop alternative (creative) strategies in your negotiations...\u003c\/p\u003e\u003cp\u003eCHAPTER 5 – CREATING VALUE THROUGH PACKAGING\u003cbr\u003e1. Not Going To\u003cbr\u003eIf the deal doesn’t work, try an incentive\u003cbr\u003e2. Me, myself and I!\u003cbr\u003eThe power of good advice\u003cbr\u003e3. Play Nice!\u003cbr\u003ePackaging for power and control\u003cbr\u003e4. Taxi!\u003cbr\u003eManaging Complexity\u003cbr\u003e5. The Right Thing\u003cbr\u003eAnnabel Shorter\u003cbr\u003e6. Gaining “Friendly” Advantage\u003cbr\u003eHarnessing the power of the collective\u003cbr\u003e7. Embrace Your Inner Flamingo\u003cbr\u003eThe dangers of meeting the wrong needs\u003cbr\u003e8. Be a negotiator – tinkle the ivories!\u003cbr\u003eRepackaging to create value\u003cbr\u003e9. Get your kicks from future-proofed deals – it’s all a matter of goals!\u003cbr\u003eThe future isn’t certain, but it can be planned for\u003c\/p\u003e\u003cp\u003e10. Having your cake, and eating it\u003cbr\u003eAsking question to better understand the other party’s needs\u003cbr\u003e11. Car Trouble\u003cbr\u003ePackaging for success\u003cbr\u003e12. A Van Story\u003cbr\u003eThe importance of know what you want and how you can get it when you have a complaint\u003cbr\u003e13. Loss Adjusters\u003cbr\u003eAlways get to give\u003c\/p\u003e\u003cp\u003eCHAPTER 6 – BARGAIN TO CREATE MORE VALUE\u003cbr\u003e1. Four Rooms\u003cbr\u003eBe careful of how far you drive price, you get what you pay for\u003cbr\u003e2. Sack Black Friday\u003cbr\u003eDeals are often not as good as they seem, act with caution\u003cbr\u003e3. A Right Royal Deal?\u003cbr\u003eIf you overestimate your power, you can expect this to be reflected by the\u003cbr\u003ecounter-party’s response\u003cbr\u003e4. Do You Want a Cake or Just a Slice of Cake?\u003cbr\u003eGood negotiators think value NOT price\u003cbr\u003e5. Internet Shopping – Not As Much As You Could Wish For?\u003cbr\u003eThe advantages of Bargaining Face to Face\u003cbr\u003e6. A Fine Line\u003cbr\u003eBeware of exercising too much power in your dealmaking, circumstances\u003cbr\u003echange\u003cbr\u003e7. Same Page Negotiations\u003cbr\u003eManaging complex Bargaining situations\u003cbr\u003e8. Who Do You Think You Are?\u003cbr\u003eProgressive Bargaining for a better deal\u003cbr\u003e9. The Power of No\u003cbr\u003eThe dangers of being too greedy\u003c\/p\u003e\u003cp\u003eCHAPTER 7 – CLOSE TO GETTING THE DEAL OVER THE LINE\u003cbr\u003e1. Muck Shift\u003cbr\u003eJust when is a deal not a deal...?\u003cbr\u003e2. Members of the Jury!!\u003cbr\u003eThe power of a powerful unifying final statement (of intent)\u003cbr\u003e3. It ain’t over\u003cbr\u003eKeeping dealing to the very end\u003cbr\u003e4. Getting Into Hot Water\u003cbr\u003eWhen faced with two sources of legitimate information, don’t sit on the\u003cbr\u003efence, make a call\u003cbr\u003e5. How do you measure success?\u003cbr\u003eFocus on your objectives, not screwing the other party\u003c\/p\u003e\u003cp\u003eCHAPTER 8 – AGREE AND DOCUMENT WHAT HAS BEEN AGREED\u003cbr\u003e1. Precision Blindness\u003cbr\u003eThe devil’s in the detail, ignore it at your peril...\u003cbr\u003e2. Climate of Change\u003cbr\u003eAssume nothing until the money’s in the bank...\u003cbr\u003e3. Getting It Done!!\u003cbr\u003eMake sure that everyone in the deal understand their responsibilities in its implementation\u003cbr\u003eA SPECIAL FINAL CHAPTER\u003cbr\u003e1. It's a dog’s life\u003cbr\u003eAll 8-Steps in one...\u003c\/p\u003e","brand":"Practical Inspiration Publishing","offers":[{"title":"Default Title","offer_id":50515974226263,"sku":"9781788604116","price":999.99,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781788604116.jpg?v=1745428381","url":"https:\/\/bookcurl.com\/products\/once-upon-a-deal-stories-about-life-work-and-negotiation-9781788604116","provider":"Book Curl","version":"1.0","type":"link"}