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.

Sommaire de l'ouvrage

Introduction
Before we start...

Chapter 1 Complex negotiations

PART 1 - PREPARING FOR NEGOTIATION
Chapter 2 Power and leadership
Chapter 3 Analyse the context
Chapter 4 Chart the actors
Chapter 5 Identify the strategy
Chapter 6 Form the team

PART 2 - CONDUCTING NEGOTIATION
Chapter 7 Influence and relationship
Chapter 8 Close the negotiation

PART 3 - DEBRIEFING THE NEGOTIATION AND PREPARING FOR THE FUTURE
Chapter 9 Acquire from experience
Chapter 10 Transmit knowledge

Glossary