Advanced Negotiation Techniques

  • Authors
  • Alan McCarthy
  • Steve Hay

Table of contents

  1. Front Matter
    Pages i-xi
  2. Alan McCarthy, Steve Hay
    Pages 1-6
  3. Alan McCarthy, Steve Hay
    Pages 7-10
  4. Alan McCarthy, Steve Hay
    Pages 11-18
  5. Alan McCarthy, Steve Hay
    Pages 19-40
  6. Alan McCarthy, Steve Hay
    Pages 41-56
  7. Alan McCarthy, Steve Hay
    Pages 57-60
  8. Alan McCarthy, Steve Hay
    Pages 61-100
  9. Alan McCarthy, Steve Hay
    Pages 101-104
  10. Alan McCarthy, Steve Hay
    Pages 105-112
  11. Alan McCarthy, Steve Hay
    Pages 113-116
  12. Alan McCarthy, Steve Hay
    Pages 117-124
  13. Alan McCarthy, Steve Hay
    Pages 125-132
  14. Alan McCarthy, Steve Hay
    Pages 133-138
  15. Alan McCarthy, Steve Hay
    Pages 139-142
  16. Alan McCarthy, Steve Hay
    Pages 143-148
  17. Alan McCarthy, Steve Hay
    Pages 149-150
  18. Alan McCarthy, Steve Hay
    Pages 151-152
  19. Alan McCarthy, Steve Hay
    Pages 153-154
  20. Back Matter
    Pages 155-159

About this book

Introduction

Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives.

For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients have been business professionals who have learned how to sell more successfully. Others have improved their buying skills. A few clients have applied the RDC techniques outside the business environment altogether—for instance, in such areas as international diplomatic services, including hostage and kidnap situations.

As you’ll discover, the RDC philosophy is centered on business ethics and a principled approach to negotiation that maximizes the value of the outcomes for both parties. It can even create additional value that neither party could find in isolation. In this book, you will learn:

  • The ten golden rules for successful negotiations
  • How to handle conflicts with your negotiating partners
  • What hostage and kidnapping negotiations can teach managers negotiating in business settings
  • How to ensure both sides perceive any agreement as a "win"
  • Achieve higher-profit deals in difficult circumstances
In the business world, negotiating with other companies, government officials, and even your colleagues is a fact of life. Advanced Negotiation Techniques takes you through a system for planning and conducting negotiations that will enable you and your team to achieve your negotiation objectives. This is an internationally tried and tested process, with many current Blue Chip organizations applying it daily for a simple reason: the techniques are easy to implement and they work. That makes this book essential reading for those who want to achieve their goals in any area of life.

Bibliographic information

  • DOI https://doi.org/10.1007/978-1-4842-0850-2
  • Copyright Information Apress 2015
  • Publisher Name Apress, Berkeley, CA
  • eBook Packages Business and Economics
  • Print ISBN 978-1-4842-0851-9
  • Online ISBN 978-1-4842-0850-2
  • About this book
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