Negotiations can be found everywhere and are held at all levels, whether they are diplomatic negotiations, salary discussions, trade agreements, social conflicts, crisis management or everyday disagreements. Many methods have been developed, but none of them have tackled negotiations in the way the PACIFICAT© standard does.PACIFICAT©, the negotiation bible, is based on the work of professional negotiators and backed up by hundreds of successful real-life assignments. Its nine stages, illustrated by numerous practical case-studies, examples and interviews, will help you prepare, conduct, close and debrief all types of negotiations, whether they concern normal everyday situations or the future of the world.
Introduction Before we start...
Chapter 1 Complex negotiations
PART 1 - PREPARING FOR NEGOTIATIONChapter 2 Power and leadershipChapter 3 Analyse the contextChapter 4 Chart the actorsChapter 5 Identify the strategyChapter 6 Form the team
PART 2 - CONDUCTING NEGOTIATIONChapter 7 Influence and relationshipChapter 8 Close the negotiation
PART 3 - DEBRIEFING THE NEGOTIATION AND PREPARING FOR THE FUTUREChapter 9 Acquire from experienceChapter 10 Transmit knowledge