Textbook in PDF format

Negotiations can be a perplexing and often-intimidating endeavor. Are there aspects about the process that are hiding beneath the surface, unknown to even experienced negotiators? Or insider tools that would change your game considerably? The answer is yes―and they’re all revealed in this practical guide from a world-renowned negotiation expert.Negotiation Essentials demystifies this all-important subject, helping you break the process down into easily digestible parts. It covers the most important negotiating concepts, including the critical differences among great, good, and bad negotiators; choosing when, where, and how to negotiate; the art of saying no; understanding body language; how emotions, stress, and personal chemistry affect decision making; and behavioral patterns of the most successful negotiators.Filled with essential takeaways wrapping up each chapter, assessments, illustrations, color illustrations, and clear action steps, Negotiation Essentials concludes with a Negotiating Essentials Toolkit, which includes the professional negotiators pre- and post-negotiation checklists.Whether you’re discussing a possible promotion with a supervisor, speaking to a potential high-dollar client, or engaging in a merger and acquisition process, knowing how to plan and conduct a successful negotiation is what will spell the difference between success and failure.
Introduction: What Is a Negotiation?
The Essentials
What Makes a Great Negotiator?
The Importance of Trust in Negotiation
How to Tell if You’re Losing a Negotiation—and Win It Back
Mastering Virtual Negotiations
Conducting Negotiations Abroad
The Essentials Applied
Negotiation Competence Self-Assessment
The Phases of Negotiation: Prenegotiation
The Phases of Negotiation: Negotiation
The Phases of Negotiation: Postnegotiation
The Five Styles of Negotiation
Beyond The Essentials
The Principles of NegoEconomics
How to Negotiate Effectively Using NegoEconomics
NegoEconomics in Action
The Ongoing Journey of Negotiation