How to Win Every Negotiation

di Mark Miles (Autore)

Mark Miles, 2026

How to Win Every Negotiation offers practical, psychology-based tools to improve outcomes in business and everyday life. Grounded in proven frameworks—BATNA, ZOPA, interests versus positions—it shows how to map players, diagnose a negotiation in five minutes, and prepare with checklists and fill-in worksheets. Inside you'll find: - Ready scripts and templates: opening anchors, calibrated questions, salary and vendor negotiation scripts, email and video message patterns. - Psychological insights: anchoring, loss aversion, reciprocity, framing, priming, and how to spot cognitive biases in real time. - Tactics for pressure and power: neutralizing emotional manipulation, building and signaling silent leverage, timing and tempo control, and staged walkaways that preserve relationships. - Nonverbal and digital skills: read micro-signals, test hypotheses without accusation, and negotiate effectively over chat, email, and video. - Practical drills and case studies: role-plays, field exercises, negotiation timelines, and real-world examples from procurement, acquisitions, supplier contracts, and crisis situations. - Special topics: handling difficult archetypes, cross-cultural adjustments, crisis ethics, and stress-resilience techniques to stay composed under pressure. Each chapter combines short explanations with actionable exercises, scripts you can use immediately, and case studies that show how tactics play out. If you negotiate for work, lead teams, manage vendors, or simply want clearer, more confident conversations, this book gives a structured playbook to prepare, test, and execute smarter negotiations without resorting to manipulation.

• Autore: Mark Miles
• Anno edizione: 2026
• Editore: Mark Miles
• Formato: EPUB2 con DRMFREE
• Lingua: Inglese
• Compatibilità: Tutti i dispositivi (eccetto Kindle)
• Layout: Reflowable
• EAN: 9798233726453