Description
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
