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Full Description
Negotiations are rarely purely factual discussions - they involve psychology, strategy, and tactics. Those who react unprepared quickly lose influence. This practical guide shows you how to stay in control under pressure, actively steer the process, and act with confidence in critical moments. Through realistic case studies, you will learn what truly matters - from making strong demands to de-escalating tense situations. To negotiate successfully, you need more than arguments: you need a clear structure and the right approach. Discover proven strategies to break through deadlocks, manage escalations, and confidently handle uncertainty, tactical maneuvers, and complex dynamics. An indispensable resource for anyone conducting negotiations under pressure - whether in the boardroom, operational teams, digital environments, or crisis management. This handbook provides the essential tools.
Contents
The Danger of Making Offers Too Early.- Setting the "Right" Anchor.- The Risk of Defectors: Global Negotiations in Key Accounts.- Using Questioning Techniques Effectively - The Risk of Open Questions.- Tactical Moves Part 1: The Difference Between Summarizing and Paraphrasing.- Tactical Moves Part 2: Internal Debriefing.- Behind the Scenes - The Power of Informal Channels in Business and Politics.- Lessons from Digital Crisis Negotiations: When Your Company Is Taken Hostage.- The Myth of Good Cop/Bad Cop - Legend, Tactic, or Outdated?.- Negotiating Trust: How Intercultural Misunderstandings Block Deals.- The 8-Field Model: Systematic Negotiation Under Pressure.- The 50 Most Important Principles for Negotiating Under Pressure.
