Mastering the Art of Negotiation
You are negotiating every day, whether it’s with business partners, colleagues, in the community or at home. The challenge isn’t to get as much for yourself as you can at the other’s expense. It’s in the art of searching together for possibilities that serve as many interests as possible. The premise of this book is that it is both possible and necessary to create value together, distribute the consequences fairly, while strengthening the relationship. In times where 'win as much as you can' is on the rise worldwide, this is a refreshing alternative.
Using this book and the toolkit will let you embrace complexity and uncertainty with a clear head, a warm heart and on nimble feet.
Mastering the Art of Negotiation is underpinned by the author’s 20-plus years of experience in negotiating and developing better negotiators. Building on the well-known principles from Getting to Yes, Geurt Jan de Heus introduces and combines visuals and text to make your personal learning journey both enjoyable and effective.
Mastering the Art of Negotiation goes beyond deal-making situations. It covers decision-making, solving problems together, leading and cooperating, creating partnerships, handling difficult situations, and managing the games people play.
The book gives seven practical guides that help you prepare and manage negotiations at moments when the complexity and uncertainty increase. These guides create a comprehensive framework for your ongoing learning and development as a negotiator.
In practice, this helps you to:
increase your awareness during your day-to-day negotiation challenges
prepare for both simple and more complex negotiation situations and processes
handle increasing complexity in negotiations more consciously and with more resilience
set up constructive dialogues
gain insights into your personal pitfalls when under pressure
develop both a mindset and skills set
Dilemma's in Negotiation
If you watch how people interact with each other during negotiations, the same dilemmas seem to be playing a role all the time, to a greater or lesser extent.
These dilemmas are common to all times and all cultures. Step by step you will learn how to handle these dilemma's and develop mastery.
The Negotiation table
The guides will help you prepare for a negotiation. If you put them in a specific order, they form a guideline that will also give you something to hold on to during the negotiation. The process can be visualized as a circle. A negotiating table – preferably one without sharp corners and edges – that you will be sitting at, together with others. A round table, as a symbol for solidarity, at which you’re all on the same side (the sone and only side!) even if it doesn’t always feels that way.