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Vol 21 No 9 Sept/Oct 2016

Book of the Month

Cover of Goode on Commercial Law

Goode on Commercial Law

Edited by: Ewan McKendrick
Price: £170.00

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How to Master Negotiation

ISBN13: 9781780437965
Published: September 2015
Publisher: Bloomsbury Professional
Country of Publication: UK
Format: Paperback
Price: £55.00

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How to Master Negotiation provides individuals with a guide of how to prepare themselves and others for a variety of negotiations, ranging from instantly recognisable transactions, such as deal negotiations, to the more intricate organisational and interpersonal negotiations that often give rise to conflict.

Over 12 chapters, How to Master Negotiation takes the reader through the concepts and practical skills that a negotiator needs in the 21st century. The book is highly practical with each chapter containing a relevant case study and practical tips in addition to theory and explanation of the concepts.

Arbitration and Dispute Resolution
Chapter 1: Issue: Preparing to prepare, while preparing the preparation...where do you start? Focus: A route map to begin to prepare for a negotiation
Chapter 2: Issue: I know what I want, so why can't you just give it to me? Focus: Identifying positions and interests
Chapter 3: Issue: I could easily walk away from the negotiation...but then what? Focus: Identifying your BATNA/WATNA when preparing
Chapter 4: Issue: Why should I collaborate when you are so aggressive? Focus: How to prepare to move from your preferred style to adopting an effective strategy
Chapter 5: Issue: I get so mad when I have to negotiate with those people...but it doesn't impact on my negotiation approach...or does it? Focus: Preparing to managing emotion while you negotiate individuals to respond to the emotions displayed, during the negotiation
Chapter 6: Issue: I just get a bad feeling when I speak to them...so I had better be careful. Focus: The impact of trust in negotiation
Chapter 7: Issue: Perhaps if I just avoid having the conversation won't it just go away? Focus: Recognising the need to have a difficult negotiation conversation with appropriately.
Chapter 8: Issue: Of course I am a team player...they end up seeing my way...eventually! Focus: How to prepare your team for a negotiation
Chapter 9: Issue: I am sure I will figure out what to say...I am used to winging it. Focus: Recognising the need to prepare and practise an effective opening
Chapter 10: Issue: I am just not a numbers person...I let someone else in my team handle that. Focus: How to work with numbers so that you feel in control discussed.
Chapter 11: Issue: Why can't we just get to the point...just so much time is wasted? Focus: Preparing yourself for the 'negotiation dance'.
Chapter 12: Issue: Planning for spontaneity? How can I make it different? Focus: Keep a conversation on the same tracks can sometimes be a route to nowhere.