Pregovaranjem do uspjeha

Negotiating to success' follows four key stages of negotiation:

• First stage: Prepare for negotiation
• Second phase: Use key strategies and tactics during negotiations
• Third phase: Conclude the negotiation with a binding contract
• Stage four: Execute and evaluate your deal.

The book will also enable you to:

• perform a negotiation analysis that includes your reservation price and zone of potential agreement
• use a decision tree to evaluate alternatives to your negotiation
• rate your negotiation style
• increase your negotiating power
• make a decision on how to resolve ethical dilemmas during negotiations
• you use psychological tools - and avoid psychological traps - during negotiations
• rate your negotiation success.