Le guide visuel de la négociation

Alexis Kyprianou

Le guide visuel de la négociation

20min

20min

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Knowing how to negotiate is a crucial skill in any context, and even more so in a professional setting, when we need to reach any kind of agreement with our counterpart. Yet, there are several common mistakes we frequently make when negotiating, such as failing to reach agreements which account for common interests, or allowing ourselves to get caught up in our emotions. Alexis Kyprianou's Le guide visuel de la négociation (Visual Guide to Negotiation) is an extremely useful handbook for anyone who wishes to learn, understand and practice all the main negotiation techniques: from controlling the discussion and using tools to influence the other side, to understanding that negotiating is not about being at war, but about creating a partnership. The book contains more than 50 infographics designed to provide tips, examples, and practical contexts in a visual, intuitive, and simple format.

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Analysis and key concepts

01.

Being prepared for a negotiating is half the battle

02.

Controlling the conversation from the outset is a real advantage in negotiating

03.

Using influence is more effective than coercion, and there are several techniques for achieving successful deals

04.

We can use a few psychological strategies, in order to achieve the best deal

05.

Using emotional intelligence helps us show empathy, understanding, and a constructive spirit

06.

Content and form are equally important in negotiations

07.

The real secret to negotiating effectively is to create a positive atmosphere

08.

If our counterpart is uncooperative, we have to try to react to their tactics as effectively as possible

09.

Quotes

10.

Take-home message

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Many useful tips to:

  • Understand the main negotiating techniques.
  • Learn to control our emotions, and how to react to those of our counterparts.
  • Discover that negotiating is not a war, but a partnership between the sides.

Alexis Kyprianou has had a long career in major multinational companies, such as British Telecom and Danone, in which he leads merger-acquisition transactions, and manages sensitive commercial, corporate, and financial negotiations and agreements. He has also run Concordia since 2010, an organisation active across Europe, which provides corporate and personal training on negotiation techniques.

Publishing house:

Eyrolles

Year:

2016

Pages:

174

ISBN:

978-2212563818