Negotiation, Step by Step for 2027

Gives you a clear method to prepare for and run any negotiation, from knowing your walk-away point to trading concessions and closing agreements that last.

Who it's for

For managers, team leaders, founders and professionals who negotiate as part of the job: with suppliers, clients, partners, colleagues and their own employer. You do not need a sales background or a law degree, just a clear method and the discipline to prepare. If a negotiation is coming up this week, the book suggests starting with Chapter 2 and the one-page plan.

What you'll learn

• Separate interests from positions and map both sides' interests on one page, using Roger Fisher and William Ury's principled negotiation.
• Work out your BATNA, set a walk-away point you can defend and estimate the zone of possible agreement (ZOPA).
• Set an ambitious target and an opening offer you can justify, and respond calmly to an extreme anchor (anchoring as described by Amos Tversky and Daniel Kahneman).
• Plan and trade concessions on “if…then…” terms, making each move smaller than the last and logging every step.
• Create value with multiple equivalent simultaneous offers (MESO), an approach studied by Victoria Medvec and Adam Galinsky, and with contingent terms.
• Use mirroring, labelling and calibrated questions, based on the listening techniques described by Chris Voss, and handle pressure tactics without conceding in the moment.
• Close with a written agreement summary, hand over to the people who will deliver the deal and review your own performance.

What's inside

• 53 pages, 8 chapters
• Every chapter follows the same pattern: key concepts, a numbered step-by-step method, an illustrative example from a fictional UK organisation, a tool (a table, template or diagram you can copy and use), common mistakes, a recap of the key steps and a short exercise to try on your own work. Tools include an Interest Map, a BATNA Worksheet, an Opening Offer Planner, a Concession Trade Matrix, a MESO Builder and a Calibrated Questions Bank.
• A 30-day negotiation action plan with weekly checklists, a One-Page Negotiation Plan template and a glossary
• PDF in A4 format — read on screen or print
• Instant download after purchase

Contents

1. Separating Interests from Positions
2. Knowing Your BATNA and Walk-Away Point
3. Setting Targets and Making the First Offer
4. Planning and Trading Concessions
5. Creating Value with Multiple Offers
6. Using Questions and Tactical Empathy
7. Handling Pressure and Hard Tactics
8. Closing the Deal and Making It Last

Part of The Business Library

This title is one of the 55 ebooks in The Business Library, available together for £109 (worth £1,437 if bought separately: the total of the individual prices of the included titles in our store). It is also included in The Ultimate Business Bundle, which adds 8 checklists and toolkits and 10 workbooks — all 73 products for £147.