View All Photos
Natalie Reynolds – WE HAVE A DEAL : How to Negotiate with Intelligence, Flexibility and Power
IMG_E3999
IMG_E4001
IMG_E4002
IMG_E4003
IMG_E4004
IMG_E4005
IMG_E4006
IMG_E4007
IMG_E4008
IMG_E4009
IMG_E4011

WE HAVE A DEAL : How to Negotiate with Intelligence, Flexibility and Power

Natalie Reynolds
LIKE NEW, PAPERBACK

RM19.00

How To Avoid Negotiating Pitfalls, Keep Cool And In Control To Achieve Successful Deal Every Time

Remarks Free Cover-Pages Wrapping
ISBN 9781785781650
Book Condition LIKE NEW
Format PAPERBACK
Publisher Icon Books
Publication Date 13 Aug 2019
Pages 304
Weight 0.35 kg
Dimension 20 × 13 × 2 cm
Retail Price RM45.49
Availability: 2 in stock

Additional information

2 in stock

SHARE:
  • Detail Description

Description

 
★★ A MUST-READ B00K FOR MASTERING THE BASIC NEGOTIATION SKILLS ★★

★★ SHORTLISTED FOR ‘BEST COMMUTER READ 2017 ★★

★★ SHORTLISTED FOR CMI MANAGEMENT BOOK OF THE YEAR 2017 ★★
 
How do you ask for a promotion, deliver tough news to clients, or secure investment for your new business?
The answer is negotiation.

 
Negotiation is the most important skill you can develop to get what you want in business and life. But we often struggle to do it effectively. We fail to recognize opportunities, we prepare poorly or we let ourselves be led by others or by our own fear. We negotiate every day, in many different ways and with many different people. It is a fundamental requirement in reaching agreement, resolving disputes and succeeding in business.
 
Negotiation is also a skill that can be mastered by anyone in business and our view is that it can, and should, be demystified and made accessible to everyone. In order to do this, we have devised new ways to help people to understand the process and psychology of sealing the deal.
 
We might negotiate on salaries, contract terms, HR matters, equity and investment, restructures or acquisitions. And yet so many people get it wrong. Or simply don’t really know how to do it well. Even experienced and seasoned businesspeople will often feel nervous at the prospect of negotiating.
 
Natalie Reynolds, negotiation expert and CEO of negotiation consultancy Advantage Spring, will teach you how to avoid these pitfalls, to keep cool and in control, and to achieve what you want, every time — whether you’re responsible for large deals at work or simply renegotiating your phone contract.


We Have a Deal goes beyond negotiation theory, exploring the unwritten rules of deal making and influencing. Not only will you master the practical skills of negotiating like a pro, you’ll also develop an appreciation of why it matters, and why others react the way they do in certain negotiating situations. From developing a flexible approach, to overcoming obstructive behavior and other obstacles, this book will help you to understand the underlying motivations and get the best out of every deal.
 
As a result, author team meet lots of ‘avoiders’, people who will go to great lengths to limit the time they spend negotiating, sometimes refusing to do it altogether. We Have a Deal also explains why good negotiation matters, and why others react the way they do. From being flexible to overcoming obstructive behaviour, this book will help you to understand the underlying motivations and get the best out of every deal.
 
In addition, there are several common mistakes that exist in negotiation, many of which will affect the quality and sustainability of agreements reached. Yet negotiation doesn’t have to be overly complex or intimidating. It isn’t all about poring over heavy academic theory. It isn’t just a skill for those with decades of business experience. It doesn’t require you to always adopt a combative approach.
 
5 common misconceptions around negotiating deals:
① Negotiation is all about winning
② Mistake 2: Avoiding negotiation is a clever strategy
③ Mistake 3: Sticking to your tried and trusted negotiation style
④ Mistake 4: Always trying to be fair
⑤ Mistake 5: It’s all about you
 
No matter how much experience you’ve got, We Have a Deal can help you to improve your negotiation skill – developing an awareness of your habits and abilities, recognising what’s really going on in a deal, and building a flexible approach that is confident and appropriate to each situation.
 
Her five-step DEALS method has helped individuals and organisations to excel at all kinds of negotiation, from clinching a pay rise to resolving disputes, from developing partnerships to shaking hands on multi-million dollar deals. The following ‘DEALS’ approach (Discover, Establish, Ask, Lead, Seal) is designed to highlight the key steps you should be taking every time you negotiate :
 
● 1 Discover
Before you get anywhere near the negotiation table you need to discover as much as you can about the issue up for discussion. Do your research, know the facts, understand the market or look at what has been agreed previously. A common mistake is we often go in unprepared and without the insight we need. Do you know who will be involved? Do you know the timescales? Are there industry baselines you can look at? What are the salaries in similar companies?

Also discover what type of negotiation it is – will it be value claim (short term, transactional in nature or win/lose) or value create (longer term, more complex or win/win)? Understanding all this will help you develop your potential behavioural strategy and what your tactics might be.
 
● 2 Establish
Next up is to establish some boundaries and priorities. Establish what your key priorities are… as well as what theirs might be. To create a win/win outcome you need to understand what success looks like for them also. Reciprocity means that if they feel they have won, they are more likely to help you win too. You also need to establish your breakpoint or walkaway point.

This is the worst-case outcome for you. Once you’ve established it – you must stick to it! In the heat of a negotiation we often agree to things we wouldn’t if we were more calm or confident.Next is to then establish what their breakpoint might be. The aim of the exercise will be to finish as close to their breakpoint as possible as that way you are maximising the available negotiation zone.
 
● 3 Ask
This is about ensuring that you set out your proposals in the most effective way. When you launch a proposal, always make sure that you open ambitiously but credibly. Ask for slightly more than you need, to give yourself wriggle room to explore what the other party might be willing to give you.

If you can, try to make the first move in the negotiation. Anchoring is a phenomenon from the world of psychology that means we are often overly influenced by the first number put on the table and you are then likely to finish closer to that figure. Don’t worry if you can’t manage to go first though; just remember to not reinforce their proposal by going on and on about it. Instead recognise that the best way to beat their opening proposal is to make one of your own. Put simply, the more you talk about what you really want, and why, the more likely you are to get from your negotiations.
 
● 4 Lead
This refers to taking the lead in the negotiation. Take a deep breath and speak calmly and professionally. Don’t allow your emotions to control you. A tip to help with this is to remember that even the most confident people will often feel awkward and nervous when negotiating; they are probably just better at hiding it!

Taking the lead also means that if you are negotiating as part of a team there is discipline within that team. Assign roles, be clear on who does what and when.
 
● 5 Seal
Last but not least is to seal the deal in the right way. Get it in writing as soon as you can. Be gracious rather than over the top if you get a great outcome and make your counterparty feel satisfied with their result. Agreements are stronger if each side feels like they are winning.
 
We Have a Deal will help you to overcome obstacles, work with different personalities and in varied cultures, and develop an intelligent and flexible approach will empower you to get the best deal, every time. This book goes beyond negotiation theory, exploring the unwritten rules of deal making and influencing. Not only will you master the practical skills of negotiating like a pro, you’ll also develop an appreciation of why it matters, and why others react the way they do in certain negotiating situations.
 
From developing a flexible approach, to overcoming obstructive behavior and other obstacles, this book will help you to understand the underlying motivations and get the best out of every deal.
 
——————————————————————
About the Author
Natalie Reynolds is the CEO of leading global negotiation firm advantageSPRING, where she and her team train large corporations, government departments and organisations such as the UN and the Clinton Foundation. She has published articles in the Guardian, Financial Times and Huffington Post, and is working with the Stylist and Psychologies on live events and an online course. She lives in Harpenden, Hertfordshire.

[ --- Read more --- ]
You've just added this product to the cart: