1st Edition
The Persuasive Negotiator Tools and Techniques for Effective Negotiating
1. What is negotiation?
2. Distributive bargaining
3. Integrative bargaining, part 1: Preparation
4. Integrative bargaining, part 2: Debate
5. Integrative bargaining, part 3: How to propose
6. Integrative bargaining, part 4: How to bargain
7. The styles of negotiation
8. Rational bargaining
9. Ploys and tactics
10. Culture and negotiation
Biography
Florence Kennedy Rolland is an international negotiation consultant and Managing Director of Negotiate Ltd, offering specialised bespoke training in Negotiation Skills from the shop floor to board level for over 20 years. She has taught the Negotiation MBA module at The Edinburgh Business School since 2005, and the Strategic Negotiation module since 2014. She has a wide range of experience in every industry, from small family companies to large multi-nationals, and in both the public and private sectors in the UK and across the world. Some recent clients include large oil and gas organisations, financial institutions, digital tech firms, public services organisations, university development departments and IT companies.
