Prepare for conversations that create mutual value
The book develops negotiation as a skill that combines preparation with the ability to hold a productive conversation. Early chapters examine mindset and research, followed by language, trust, and nonverbal communication. Conflict sections consider de-escalation and collaboration, while the value-creation chapters explore economic, strategic, and relational opportunities within a deal.
The later material connects these ideas with practice and continuing development, giving readers a structured way to review their habits and learn from the negotiations they undertake.
What you’ll find inside
- Negotiation mindset and preparation
- Company, market, and stakeholder research
- Language, trust, and nonverbal communication
- Conflict management and collaboration
- Economic, strategic, and relational value
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