Negotiate, Persuade and Create Great Deals

Negotiation comes up in our daily lives in so many interactions — in job interviews, while buying a house, and even when deciding where to go on a date or discussing your teenager's curfew. Executives are routinely expected to negotiate — with vendors, customers and each other — with little training or experience. Companies rely on their people to negotiate multi-million dollar deals, but fail to provide even basic negotiation tools.Negotiate, Persuade and Create Great Deals brings together cutting-edge research on negotiation from neuroscience, evolutionary theory and behavioral psychology along with interviews and insights with 25 master negotiators in business, politics, sports and diplomacy. We provide tools and techniques that can help executives and business professionals improve their ability to negotiate deals, while also laying out a framework that can support companies that wish to improve their organizational negotiation capabilities. Blending theory and practice, with plenty of examples of successful and failed negotiations in business and politics, this practical guide is an invaluable tool to prepare you for your next negotiation.Contents: The Negotiator's Four CapitalsPrinciples of Masterful NegotiationPower in NegotiationInfluenceBuilding Trust in NegotiationNegotiation Styles and StrategyWhy Negotiators Make Poor DecisionsThe Influence of Culture on NegotiationDetecting Deception and Negotiating with LiarsHuman Evolution and Negotiators' BehaviorThe Neuroscience of NegotiationBuilding Organization Negotiation Capabilities
Readership: Professionals who are in the business of negotiation and influence — managers, executives, salespeople, diplomats, procurement officers, lawyers, real estate agents, brokers, etc. Students of business in general, both undergraduate and graduate, and specifically those studying negotiation.Negotiation;Influence;Persuasion;Master Negotiators;Deal-making;Anchoring;Negotiator's Decision Biases;BATNA;Interests in Negotiation;Building Negotiation Capabilities;Preparation;Power in Negotiation;Neuroscience of Negotiation;Human Evolution and Negotiation;Cultural Negotiation;Global Negotiation;Claiming Value;Creating Value;Negotiation Styles;Detecting Deception in Negotiation;Relationship and Trust Building;Negotiation for Success;Negotiation Principles;Negotiation Strategies;Negotiation Hacks;Negotiation and Dispute Resolution;Negotiation Crisis;Negotiation Diplomacy;Negotiation Essentials;Negotiation for Dummies;Negotiation Experts;International Negotiation;Essentials of Negotiation;Power of Negotiation;Negotiating Without Power;Negotiation for Executives;Negotiation Real Estate;Negotiation Skills;Negotiation Styles;Negotiation Theory and Strategy;The Art of Negotiation0Key Features:Highly practicalBlends well theory and practiceIncludes cutting edge chapter on neuroscience — brain science and negotiation, and human evolution and negotiationDescribe the characteristics of world class negotiators