The Negotiation Handbook: 2nd Edition (Paperback) book cover

The Negotiation Handbook

2nd Edition

By Andrea Cordell


144 pages | 28 B/W Illus.

Purchasing Options:$ = USD
Paperback: 9780815375548
pub: 2018-08-28
Hardback: 9780815375555
pub: 2018-08-28
eBook (VitalSource) : 9781351239547
pub: 2018-08-16
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Negotiation is an essential skill for all those operating commercially on behalf of their organisations. The ability to negotiate quotations, tenders, proposals, internal and external stakeholders, licensing agreements and so on, could form a critical part of any employee’s role, be it on the buy or supply side.

The Negotiation Handbook is a useful guide for all those wanting to understand how to apply tools and techniques to the negotiation process. This handbook has been subdivided into seven key sections, each representing a key phase in the negotiation process. The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader.

This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques and gain maximum benefit on behalf of their employers.

Table of Contents

List of figures; List of templates; Acknowledgements; Introduction; Phase 1: Preparation; Negotiation Strategy; Negotiation Team; Negotiation Agenda; Negotiation SWOT Analysis; Phase 2: Relationship Building; Building Rapport; Body Language; Neuro-Linguistic Programming (NLP); Eye Accessing; Phase 3: Information Gathering; Questioning Techniques; BATNA; ZOPA; Negotiation Goals & Targets; Phase 4: Information Using; Tradeables and Straw Issues; First Offer; Negotiation Power; Personalities; Phase 5: Bidding; Persuasion Methods; Negotiation Tactics; Emotional Intelligence; Influencing; Phase 6: Closing the Deal; Thomas-Kilmann Conflict Mode Instrument; Subliminal Linguistics; Summarising & Ratification; Game Theory; Phase 7: Implementing the Deal; Negotiation Evaluation; Kolb’s Experimental Learning Cycle; Cultural Dimensions; Handover and Contract Management; Templates and References; Templates/ Additional Guidance; Bibliography and Suggested Further Reading; Index

About the Author

Andrea Cordell is a well-known international speaker and author on strategy, negotiation and procurement-related matters. She has worked in senior positions at several global organisations and is currently the managing director of Cordie Ltd, a leading sales and procurement training and consulting company.

Subject Categories

BISAC Subject Codes/Headings:
BUSINESS & ECONOMICS / Operations Research
BUSINESS & ECONOMICS / Purchasing & Buying
BUSINESS & ECONOMICS / Production & Operations Management
BUSINESS & ECONOMICS / Research & Development