Mastering the Art of Negotiation: Seven Guides for Creating Your

Geurt Jan de Heus

ISBN 10: 9063694318 / ISBN 13: 9789063694319

Published by BIS Publishers B.V., 2017

About this Item

Geurt Jan de Heus, BIS Publishers B.V. 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 s 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. 'Mastering the Art of Negotiation' goes beyond deal-making situations. It covers decisionmaking, 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 Using this book and the toolkit will let you embrace complexity and uncertainty with a clear head, a warm heart and on nimble feet.

Seller Inventory # 9789063694319

Bibliographic Details

• Title: Mastering the Art of Negotiation: Seven Guides for Creating Your
• Publisher: BIS Publishers B.V.
• Publication Date: 2017
• Language: English
• ISBN 10: 9063694318
• ISBN 13: 9789063694319
• Binding: Paperback
• Book Type: Paperback

About this title

Synopsis

You negotiate on a daily basis. You just may not always notice it and/or be aware of it. Every day, at home and at work, you collaborate, find solutions, solve problems, or deal with differences of opinion or even conflicts.

This book applies seven basic principles for you to take ownership of the process of negotiation. It builds on the foundational theory of Getting to Yes. It provides insight into your personal pitfalls and allows you to handle increasing complexity in negotiations in a more conscious and resilient manner. This book answers the most frequently asked questions spanning over 20 years in the author’s training and coaching practice.

Hundreds of books have been written on the topic of negotiation. This book combines the psychological components, collaboration and project leadership and brings them together to address various challenges and reconcile them with consciousness, resilience, creativity, and strength.

About the Author

Geurt Jan de Heus is a medical doctor by training. After several years in management positions in the pharmaceutical industry, he changed his life and career to join RoutsLaeven. This small agency, founded 30 years ago, specialises in negotiation training, coaching and consulting. Geurt Jan is passionate about making the world a better place through more 'constructive dialogues'. These dialogues are grounded in an open and exploratory mindset, with respect for others and yourself, aiming for fair distribution and fair processes. Helping others to live out these principles with confidence and agility ‑ even when confronted with the oppositional win-as-much-as-you-can style ‑ is an important part of his mission. With his 20-plus years Geurt Jan is frequently asked to act as an advisor during difficult negotiation processes involving the public sector, larger corporations and family businesses.