Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won’t give in? How can we defend ourselves against manipulation? And how do we say “no” without compromising a deal? Using the official Kremlin method, Igor Ryzov guides us through the most effective techniques for negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal to how to read your counterpart and to advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successfully while also avoiding strained relationships. With practical examples and exercises to practise your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.
With practical examples, and exercises to hone your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.
This is a masterclass. A must-read for anyone who wants to do anything. We engage in daily negotiations, usually unprepared, and when we do prepare, we do so with unachievable goals and an unproductive mindset. This book is gold.
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of
This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where
It is very dangerous to view the negotiation process from a win/loss perspective. We focus on tactics at the cost of the strategy.
If you can show the person backed up against a wall a possible way out. The outcome will change quite markedly.
Hiding behind a tough and inflexible position, we often lose sight of our benefit and simply fight for the position we hold, setting ourselves up for failure.
While theory will point you to what is intellectually the right course of action, you must never underestimate the value of real-life experience.