FT Essential Guide to Negotiations: How to achieve win: win outcomes (The FT Guides)

A practical and clear guide showing you how to lead and secure a win: win outcome in all your business deals.

This book will take you through the steps, actions and communications skills necessary to ensure successful business negotiations.

Introducing a four-phase process that underpins successful negotiations and sharing the practices and actions of highly effective negotiators in a straightforward and practical manner, this detailed, step by step guide will help you go into negotiations fully equipped with the key tools that you need to secure a win: win outcome.

Geof Cox has worked as both a line manager and HR manager in the oil industry, where he was required to negotiate with others, whether as a commercial negotiator in Sales or Purchasing, as a Project Manager on major projects work or as an HR Manager, taking part in local wage negotiations with trade unions. Following on from this, he set up my own international management and organisation development company – New Directions Ltd – in 1986. As an international consultant, he has taught negotiation, influencing and conflict management to audiences in the public and private sectors, both large and small.