“ There are rules to the art of negotiation, and they can be learnt. This handbook uses the DEAL model to steer people through effective negotiations, and provides a lot of essential information and techniques to ensure that you can be confident and comfort”

Author: Jon Warner

There are rules to the art of negotiation, and they can be learnt. This handbook uses the DEAL model to steer people through effective negotiations, and provides a lot of essential information and techniques to ensure that you can be confident and comfortable to help you get the outcomes you want. Particularly suitable for managers wanting to master negotiation.

This handbook is part of a series containing self-paced questionnaires and workshops and examples to enable people to improve their skills.

Handbook Contents:
Be clear about your objectives
Assess the other party's needs
Separate major from minor issues
Determine your opening strategy
Build bridges of rapport
Use persuasion not coercion
Trade your concessions
Read and use negotiating ploys
Ask probing questions and carefully listen
Assess closing responses
Confirm your understanding and improve
Summary