Negotiating Success: Tips and Tools for Building Rapport and Dissolving Conflict While Still Getting What You Want - Hardcover

Hornickel, Jim

Hardcover

ISBN 10: 1118688716 ISBN 13: 9781118688717

Publisher: Wiley, 2014

Synopsis

How to execute win-win negotiations every time, in business and in life

Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to- ready text brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for mutual benefit by all parties.

• Offers tips and tools, such as how to use positive psychology to unite your team, emotional intelligence for successful negotiation, and how to minimize conflict
• Spells out the six principles of ethical influence
• Written by Jim Hornickel, the founder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, leadership, communication, presentation, and corporate training

Negotiating Success delivers an unparalleled blend of practical and explicit steps to take to achieve win-win negotiations, every time.

About this title

About the Author

JIM HORNICKEL is the cofounder of Bold New Directions, a transformational learning organization that provides training, coaching, retreats, and keynotes across the world, specializing in negotiation, management, leadership, communication, and presentation through corporate training. In addition to his role at Bold New Directions, Jim has been an incubator of three businesses, a manager in several industries, and a leader in contract, staff, and labor negotiations.

From the Back Cover

People around the world have been taught for too long that every win requires a loser. Yet, successful negotiations are built on the goal of having both sides win, yielding lasting positive outcomes for both parties. Even in a world that values competition so strongly, when you go for win-win, you put yourself at the leading edge of positive and lasting change.

Negotiating Success provides expert guidance on how to improve strategies and outcomes in negotiating anything in your professional and personal life. With a constant focus on the mind, body, and spirit of the professional negotiator, this easy-to-read guide brings a holistic approach to the hard and soft skills needed for ethical negotiations. The result is a better understanding of how to negotiate successfully for the mutual benefit of all parties.

Negotiating Success offers proven advice you'll turn to again and again for minimizing conflict and maximizing positive results for everyone at the table. You'll learn how to:

• Use positive psychology to unite the parties
• Expand your emotional intelligence through self-awareness, self-management, social awareness, and managing relationships
• Understand the four primary negotiating styles and how to work with them
• Aim for mutuality, where both parties get as much of what they want as possible
• Find creative approaches for achieving mutual routes to satisfaction
• Practice the art of R.E.S.P.E.C.T.
• Integrate the six principles of ethical influence
• Expose and dispose of tactics in negotiations

It's time to start your journey toward enlightened mutuality-based negotiating. You can lead the way to more positive, peaceful negotiating with this unparalleled blend of practical and explicit steps for achieving win-win negotiations, every time.

From the Inside Flap

Praise for Negotiating Success

"Negotiating Success is an inspiring book that skillfully integrates the hard and soft skills needed to ensure win-win outcomes in negotiations. The reader will raise his/her emotional intelligence, learn new concepts based on the latest brain research, understand the principles of ethical influence, and gain the skills and steps necessary for intelligent negotiations. Hard skills with soft edges—that's the winning formula!"
—Lance H. K. Secretan, PhD, bestselling author of The Spark, the Flame, and the Torch

"In a world rife with conflict, it is refreshing to find a book intent on dissolving it. Negotiate in a way that allows both sides to win? That's exactly when magic happens, believes Jim Hornickel, who reveals the benefits of mutuality-based negotiations. In this must-read book, Hornickel offers step-by-step instructions on how to infuse the negotiations process with win-win attitudes and actions. He provides questions to ponder, specific examples, and skill-building exercises."
—Lorri Freifeld, Editor-in-Chief, Training magazine

"Who knew that the elements of smart and effective negotiating could be so fascinating? Jim Hornickel opens a window into a process that we engage in many times every day, both formally and informally. Through the use of real life scenarios, he offers many useful insights into ways to make our daily transactions more fruitful for all concerned."
—Barry Bouthilette, author, Feel the Zest: 89 Ways to Be Fully Energized

"Jim Hornickel's book is a groundbreaking, fascinating read. Hornickel takes head on the many challenges of negotiating and created a comprehensive pathway to making them a success. Drawing from his own experience, Hornickel provides insights into the psychology and spiritual/mindfulness principles and digs deep into what it really takes to prepare for and execute a successful negotiation. I highly recommend this book. Read it from cover to cover and you will have the tools needed to master successful negotiations. It is an instructive read for our professional and personal lives."
—Larry Hunt, HR Director, Smith College

Edition details

• Publisher: Wiley
• Publication date: 2014
• Language: English
• ISBN 10: 1118688716
• ISBN 13: 9781118688717
• Binding: Hardcover
• Edition number: 1
• Number of pages: 272