Whether you know it or not, negotiations are constantly taking place and thus form a critical part of work life. Negotiation is relevant to discussions between colleagues, people who do not know each other, in the same organisation or different ones and between people of different experience, background, nationality and outlook. The negotiating process involves balancing matters between two parties so that you not only get what you want, but get what you want in the best possible way. It is the art of concluding a deal, and the arrangement of all the elements that constitute that deal; the terms and conditions for instance in some business deals. It is a form of communication and, as such, it is an interactive process. This book sets out the essentials – what really matters – about the process. It examines the core techniques and practical, proven approaches that provide a basis for undertaking negotiation, and aims to make them understandable and manageable to use so that you can quickly put your rookie status behind you.
Bob Etherington was previously a senior sales executive at Rank Xerox. He now runs seminars and courses in selling, negotiation and presentations to major companies all around the world. He lives in London W1.