Instant Negotiation (Instant Series) - Softcover

Über die Autorin bzw. den Autor

Brian Clegg is a journalist and creativity consultant. He is a well known writer both in traditional media and on the World Wide Web. He worked at British Airways for 17 years. In 1984 became one of the airline's first PC programmers. While at BA he developed a considerable interest in business creativity.

Brian left the airline to established himself as a freelance writer and set up Creativity Unleashed Limited (www.cul.co.uk), a company specialising in consultancy on business creativity and computer usability. He is a regular contributor to PC Week, Personal Computer World, Computer Weekly and the internet-based magazine, V3. and consultant. He can be contacted on email at brian@cul.co.uk

Recent books have included Instant Time Management (Kogan Page) and an exploration of mankind's enduring fascination with light: Light Years.

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It's hard to imagine business - or even life - without negotiation. Practically every business interaction from the largest corporate merger to a meeting to decide the site of a new bicycle shed depends on negotiation. In fact it's rare to find any human transaction at all where there isn't some room for discussion and modification of terms.

The good negotiator has to call on a whole raft of skills. He or she needs to be an effective communicator, combining the abilities to sell and to listen. The negotiator must be able to balance tactical and strategic considerations. Good negotiators know their business and their company inside out - and know just as much about the other side too. As if this isn't enough, good negotiators also need flexibility - the ability to explore what is possible, changing goal from a hypothetical summit to a more reachable hill.

There is good news and bad news here. Many of the skills of negotiation cannot be learned without practice. But this doesn't mean that you have to plunge a virgin negotiator into a corporate merger. Every day you are negotiating - at home, on the way to work, in the office. Negotiation is a natural part of life. With the Instant approach of gradually building a toolkit of techniques it is possible to use everyday life as you negotiating workshop, integrating new skills piece by piece.