Effective negotiations in easy steps - Tony Rossiter

To negotiate: to confer with others inorder to reach a compromise or agreement. That's the dictionarydefinition. It's something we do every day, like it or not. We can't avoid it.It doesn't have to involve contracts or business deals. It might just meanagreeing a deadline for the task you're working on, sorting out officeaccommodation or equipment for a new member of staff, or talking to your bossabout your vacation plans.

Discussions of this kind may not be thought of asnegotiations. But often, in order to arrive at a solution all the interestedparties can accept, you need to settle for less than you would ideally like.You need to give and take - in other words, to negotiate. Negotiations don'thave to be formal exchanges with a set agenda conducted around a table. Theycan be formal or informal; internal (with colleagues in your own organization)or external; bilateral (involving just one other party) or multi-party. Theycome in all shapes and sizes. They can take a couple of minutes or a couple ofmonths.

Whether you have to negotiate contracts, you're insales and have to negotiate with customers or your organization has overseasinterests and you're involved in international negotiations, the principles andtechniques of effective negotiation apply to all of these scenarios.Effective Negotiations in easy steps will show youhow, in the familiar In Easy Steps style, withclear and easy steps and explanations, colour illustrations and hot tips.