Win Win: Negotiation

Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth 3 billion.

• About the authorAuthor's acknowledgementsPublisher's acknowledgementsForewordIntroduction  PART ONE: WHY NEGOTIATION MATTERSChapter 1: We’re all negotiatorsChapter 2: The cost of not negotiatingChapter 3: The win win win of negotiatingChapter 4: Rate your negotiation skillsChapter 5: Who has the power?  PART TWO: The 11 steps of negotiationChapter 6: Prepare and planChapter 7: Give a great first impressionChapter 8: Ask the right questionsChapter 9: Listen wellChapter 10: Use your headChapter 11: Read body languageChapter 12: Watch out for lyingChapter 13: Use the right strategies and tacticsChapter 14: Influence the other sideChapter 15: Know how to bargainChapter 16: Handling conflictChapter 17: Confidence when negotiating  PART THREE: HOTSPOTSHotspot 1: How to ask for a salary increaseHotspot 2: How to negotiate a discountHotspot 3: How to negotiate on the phoneHotspot 4: How to negotiate as a teamHotspot 5: How to negotiate by emailHotspot 6: How to negotiate internationally  Index