Textbook in PDF format Negotiations can be a perplexing and often-intimidating endeavor. Are there aspects about the process that are hiding beneath the surface, unknown to even experienced negotiators? Or insider tools that would change your game considerably? The answer is yes―and they’re all revealed in this practical guide from a world-renowned negotiation expert.Negotiation Essentials demystifies this all-important subject, helping you break the process down into easily digestible parts. It covers the most important negotiating concepts, including the critical differences among great, good, and bad negotiators; choosing when, where, and how to negotiate; the art of saying no; understanding body language; how emotions, stress, and personal chemistry affect decision making; and behavioral patterns of the most successful negotiators.Filled with essential takeaways wrapping up each chapter, assessments, illustrations, color illustrations, and clear action steps, Negotiation Essentials concludes with a Negotiating Essentials Toolkit, which includes the professional negotiators pre- and post-negotiation checklists.Whether you’re discussing a possible promotion with a supervisor, speaking to a potential high-dollar client, or engaging in a merger and acquisition process, knowing how to plan and conduct a successful negotiation is what will spell the difference between success and failure. Introduction: What Is a Negotiation? The Essentials What Makes a Great Negotiator? The Importance of Trust in Negotiation How to Tell if You’re Losing a Negotiation—and Win It Back Mastering Virtual Negotiations Conducting Negotiations Abroad The Essentials Applied Negotiation Competence Self-Assessment The Phases of Negotiation: Prenegotiation The Phases of Negotiation: Negotiation The Phases of Negotiation: Postnegotiation The Five Styles of Negotiation Beyond The Essentials The Principles of NegoEconomics How to Negotiate Effectively Using NegoEconomics NegoEconomics in Action The Ongoing Journey of Negotiation