{"product_id":"negotiation-step-by-step","title":"Negotiation, Step by Step for 2027","description":"\u003cp class=\"bsbs-lead\"\u003eGives 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.\u003c\/p\u003e\n\u003ch3\u003eWho it's for\u003c\/h3\u003e\n\u003cp\u003eFor 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.\u003c\/p\u003e\n\u003ch3\u003eWhat you'll learn\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003eSeparate interests from positions and map both sides' interests on one page, using Roger Fisher and William Ury's principled negotiation.\u003c\/li\u003e\n\u003cli\u003eWork out your BATNA, set a walk-away point you can defend and estimate the zone of possible agreement (ZOPA).\u003c\/li\u003e\n\u003cli\u003eSet 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).\u003c\/li\u003e\n\u003cli\u003ePlan and trade concessions on “if…then…” terms, making each move smaller than the last and logging every step.\u003c\/li\u003e\n\u003cli\u003eCreate value with multiple equivalent simultaneous offers (MESO), an approach studied by Victoria Medvec and Adam Galinsky, and with contingent terms.\u003c\/li\u003e\n\u003cli\u003eUse mirroring, labelling and calibrated questions, based on the listening techniques described by Chris Voss, and handle pressure tactics without conceding in the moment.\u003c\/li\u003e\n\u003cli\u003eClose with a written agreement summary, hand over to the people who will deliver the deal and review your own performance.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eWhat's inside\u003c\/h3\u003e\n\u003cul\u003e\n\u003cli\u003e53 pages, 8 chapters\u003c\/li\u003e\n\u003cli\u003eEvery 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.\u003c\/li\u003e\n\u003cli\u003eA 30-day negotiation action plan with weekly checklists, a One-Page Negotiation Plan template and a glossary\u003c\/li\u003e\n\u003cli\u003ePDF in A4 format — read on screen or print\u003c\/li\u003e\n\u003cli\u003eInstant download after purchase\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch3\u003eContents\u003c\/h3\u003e\n\u003col\u003e\n\u003cli\u003eSeparating Interests from Positions\u003c\/li\u003e\n\u003cli\u003eKnowing Your BATNA and Walk-Away Point\u003c\/li\u003e\n\u003cli\u003eSetting Targets and Making the First Offer\u003c\/li\u003e\n\u003cli\u003ePlanning and Trading Concessions\u003c\/li\u003e\n\u003cli\u003eCreating Value with Multiple Offers\u003c\/li\u003e\n\u003cli\u003eUsing Questions and Tactical Empathy\u003c\/li\u003e\n\u003cli\u003eHandling Pressure and Hard Tactics\u003c\/li\u003e\n\u003cli\u003eClosing the Deal and Making It Last\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003ch3\u003ePart of The Business Library\u003c\/h3\u003e\n\u003cp\u003eThis title is one of the 55 ebooks in \u003ca href=\"\/products\/the-business-library\"\u003eThe Business Library\u003c\/a\u003e, 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 \u003ca href=\"\/products\/the-ultimate-business-bundle\"\u003eThe Ultimate Business Bundle\u003c\/a\u003e, which adds 8 checklists and toolkits and 10 workbooks — all 73 products for £147.\u003c\/p\u003e","brand":"Business Step by Step","offers":[{"title":"Default Title","offer_id":59143568458060,"sku":"BSBS-25","price":21.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1101\/3147\/8860\/files\/bsbs-25-negotiation-step-by-step-3d.jpg?v=1791672123","url":"https:\/\/businessstepbystep.co.uk\/products\/negotiation-step-by-step","provider":"Business Step by Step","version":"1.0","type":"link"}