Mastering the Art of Negotiation

Seven Guides for Creating Your Journey

Geurt Jan de Heus

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Paperback

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English

BIS Publishers B.V.
09 April 2018

Business negotiation

You are negotiating every day, whether it s with business partners, colleagues, in the community or at home. The challenge isn t to get as much for yourself as you can at the other s expense. It s in the art of searching together for possibilities that serve as many interests as possible. The premise of this book is that it s both possible and necessary to create value together, distribute the consequences fairly, while strengthening the relationship. In times where

win as much as you can

is on the rise worldwide, this is a refreshing alternative.

'Mastering the Art of Negotiation' goes beyond deal-making situations. It covers decisionmaking, solving problems together, leading and cooperating, creating partnerships, handling difficult situations, and managing the games people play. The book gives seven practical guides that help you prepare and manage negotiations at moments when the complexity and uncertainty increase. These guides create a comprehensive framework for your ongoing learning and development as a negotiator.

In practice, this helps you to:

increase your awareness during your day to-day negotiation challenges

prepare for both simple and more complex negotiation situations and processes

handle increasing complexity in negotiations more consciously and with more resilience

set up constructive dialogues

gain insights into your personal pitfalls when under pressure

develop both a mindset and skills set

Using this book and the toolkit will let you embrace complexity and uncertainty with a clear head, a warm heart and on nimble feet.

By: Geurt Jan de Heus
Imprint: BIS Publishers B.V.
Dimensions: Height: 242mm, Width: 191mm, Spine: 17mm
Weight: 640g
ISBN: 9789063694319
ISBN 10: 9063694318
Pages: 216
Publication Date: 09 April 2018
Audience: Professional and scholarly , Undergraduate
Format: Paperback
Publisher's Status: Active

Geurt Jan de Heus is originally a medical doctor and has gained 10 years experience in marketing, sales, business development for pharmaceutical and chemical companies. Since 1996 he is business partner at Routs Laeven & Partners. With a specialty in driving business performance through learning, consultative selling, complex negotiations, account management, team development with a focus on B2B, professional services and FMCG.

Reviews for Mastering the Art of Negotiation: Seven Guides for Creating Your Journey

-Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed!- - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself Illustrated with beautiful and compelling visuals, Geurt Jan de Heus has created an insightful and practical guide for negotiating win-win solutions. Very useful indeed! - William Ury, Co-author, Getting to Yes and author, Getting to Yes with Yourself