Negotiation is the key skill in business. Whether it is asking for a pay rise, striking a better deal with a supplier or just deciding whose turn it is to fetch the coffee, the ability to negotiate is the deciding factor in how successful an outcome we achieve from almost every interaction with others.
Crucially, however, negotiation is just the first step towards implementing a desired action, and to do so successfully, the agreement must be mutually beneficial for all the people involved. An entertaining new book, The Leader’s Guide to Negotiations, is now here to help leaders with this, taking insights from evil dolphins, Val Doonican’s Mum, the discovery of Viagra and Ghengis Khan’s own negotiation tactics to show how to not only successfully reach agreements, but also build stronger relationships in the process that will bring longer-term rewards.
The author, Simon Horton, is a former stand-up comedian and trapeze artist, but he has spent the last 10 years teaching negotiation skills to hostage negotiators, senior purchasing officers at some of the largest global manufacturing companies and solicitors at the world’s most prestigious law firms. He draws upon the fields of psychology, body-language, neuro-economics, game theory, systems theory and decision theory to compile the insights that provide his clients with an all-important negotiation edge.
Written in a direct ‘How-to’ format, The Leader’s Guide to Negotiation outlines strategies and techniques with simple, practical action points. It provides readers with a clear negotiating structure and process, explaining how to understand the dynamics of a deal, build rapport without losing credibility, deal with difficult people and successfully complete a ‘strong win-win’ negotiation in easy to follow, step-by-step instructions.