The Persuasive Negotiator

Tools and Techniques for Effective Negotiating

Florence Kennedy Rolland

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Hardback

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English

Routledge
04 November 2020

Communication studies; Economics; Business strategy

Negotiation permeates every aspect of our lives, from our home to our work. Whether you consider yourself a novice or expert, there is always room to improve your negotiation performance. With easily replicable tools throughout, this book offers everything you need to know for an MBA in negotiation, but without the expense and time-consuming study. It will help you improve both your confidence and ability, and equip you with all the skills and tools needed for successful negotiation.

Negotiation is more than buying and selling, more than winning and more than streetwise manipulation; it’s creating a successful deal that will lead to a fruitful relationship with the other party. In this book, the author demonstrates how we can all become more effective negotiators in business, and our everyday lives, by combining theory with real-life examples and offering practical tips. At the end of each chapter, your knowledge will be tested and the learning reaffirmed to enable you to walk into any negotiation confidently.

This book is essential reading to all students taking part in an MBA program, as well as anyone with an interest in negotiation. Whether you need help negotiating a new kitchen installation, a better salary or a multi-million-pound business deal, this book will give you the competitive edge to get there.

By: Florence Kennedy Rolland
Imprint: Routledge
Country of Publication: United Kingdom
Dimensions: Height: 234mm, Width: 156mm,
Weight: 620g
ISBN: 9780367459871
ISBN 10: 0367459876
Pages: 246
Publication Date: 04 November 2020
Audience: College/higher education , Professional and scholarly , Adult education , Primary , Undergraduate
Format: Hardback
Publisher's Status: Active

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

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.