High Impact Negotiation, 1st edition

Published by Pearson Business (December 27, 2022) © 2024
Kasia Jagodzinska

Title overview

The Financial Times Guide to High Impact Negotiation provides a comprehensive and strategic roadmap to the whole negotiation process from preparation to execution. Follow the practical steps to complete negotiation successfully, build relationships and finalise your deal.

Table of contents

Part I: The Negotiation Mindset
1. Negotiation starts from within
2. Defining the negotiation mission statement
3. Setting the goal
4. Establishing the objective
5. Gathering the necessary information
6. Deciding the best approach for the negotiation
7. Negotiating virtually

Part II: The Negotiation Process
8. Designing the right environment for the negotiation
9. Creating value in negotiations
10. Taking the lead in the negotiation
11. Opening the negotiation
12. Successfully executing the dealing phase
13. Closing the deal
14. Keeping the momentum after the negotiation
 

Author bios

Prof. Kasia Jagodzinska serves as a Senior Adviser to the United Nations on matters concerning multiparty negotiations. Her repertoire of experience also includes working as a Professor at several universities in Switzerland, France, Italy and Poland. She is the Founder of Negotiation Booster and an International Consultant for the Schranner Negotiation Institute. She brings a wealth of international business experience from the EU, the US and the Middle East, which she combines with an academic career.

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