Negotiating with respect

Effective negotiation leads to stable partnerships. Effective negotiation helps both sides achieve higher goals than they would reach independently. Effective negotiation allows organisations to avoid costly conflicts.
In this book, the author presents a simple and effective negotiation method that can be applied in both face-to-face meetings and virtual negotiations. In five steps, it will introduce you to a tried and tested negotiation process that results in lasting agreements. This thoroughly practical guide will encourage you and give you the necessary confidence to negotiate any contract or agreement, regardless of its importance.

You will learn to use a solution-focused approach – an approach that concentrates more on outcomes than on problems, and that prefers to ask questions and listen rather than trying to persuade the other party or impose external decisions.

The book provides a cross-section of theory, from contextual analysis and goal preparation to the importance of communication and offer creation, and clearly specifies what skills are necessary if you want to influence the outcome of any negotiation and its subsequent implementation. With this guide, anyone can become an ethical and respected negotiator.