Negotiation Booster is the ultimate guide to winning negotiations by means of self-empowerment. It approaches the topic of negotiation from a new angle by bridging the strategic aspects with a self-management booster. The book equips the reader with technical skills and reinforces them with self-management strategies for successful negotiations.
The work is divided into two parts: the creative Part I (Negotiation Booster Primer) and the practical business examples Part II (Negotiation Booster Sealer). Jointly, they provide a comprehensive package of bulletproof negotiation tactics combined with tested tools for personal empowerment guaranteed to boost your bargaining power. As negotiation is an art as much as it is a science, Negotiation Booster draws from interdisciplinary sources. It equips the reader with cutting-edge insights on the key negotiation concepts, fundamental negotiation strategies, communication skills, perception and impression management techniques, the determinants of desired outcomes, and the issues that negotiators face internally and externally in the negotiation process. It is carefully designed to raise the reader’s awareness of the impact of the most recent topics, such as intercultural sensitivity, virtual negotiations, and gender-related aspects.
All the creative chapters in Part I are enriched with a Further Reading section covering a total of more than 50 book reviews. Each of the proposed readings relates to the topic of the chapter and draws from a variety of fields, such as psychology, human resource management, communication, international business management, social studies, and more. The overview covers the classics, ancient, and modern-day thinkers. The Further Reading section provides a brief summary of each position along with key tips on its applicability for negotiators. This goldmine of condensed literature review provides a time-saving, straightforward source of reference that can be used to explore certain concepts in more depth to broaden your negotiation outlook.
Each chapter in Part I concludes with a compilation of the key takeaways for achieving success in negotiations. This format serves as a quick look-up tool while preparing for a negotiation or at any time during a negotiation to boost the chances of a successful outcome. Part II includes insights from international business practice. This part is the fruit of the authors’ experiences as a negotiator, international trainer, and consultant for the United Nations in Geneva, Switzerland. It is a compilation of the experiences shared by business professionals of the biggest companies from Europe, Asia, the Middle East, and the United States. Part II equips the reader with practical tips on how to navigate around real-life challenges and avoid the most common mistakes that negotiators make.
Part III, the Negotiation Booster Implementor, offers a Negotiation Matrix—a user-friendly framework consisting of all the steps, phases, and elements of the negotiation process, along with a breakdown indication of what to pay attention to before, during, and after the negotiation. The Matrix can be used as a tool for preparation and monitoring progress.
The Negotiation Booster package is completed by the glossary of negotiation terms—a dictionary-format compilation of the key negotiation concepts that are covered throughout the book. It is designed for the reader’s convenience as a summary of the material and a quick reference tool.
Finally, the reader will also benefit from a carefully selected list of references comprising negotiation classics, with indications of the subject matter that they address.