Why this book?
- To become familiar with the principles and techniques of negotiation in everyday and professional situations.
- To recognize negotiation tricks and how to deal with them.
- To become familiar with the personal characteristics and skills of a successful negotiator.
- To understand cultural differences in international negotiations.
- To learn negotiation concepts through practical examples and scenarios.
About the book
"Negotiation Techniques" by Mohammadreza Shabanali does not view negotiation as a skill limited to managers, salespeople, or business professionals. The book's starting point is that humans are negotiating in many everyday relationships, from personal and emotional interactions to the workplace and commercial contracts, and can enhance their ability in this area through training and practice.
The book strives to present the theoretical foundations of negotiation alongside its practical aspects. The use of practical examples and scenarios to explain negotiation principles, introduce negotiation tricks, and examine ways to confront them are features of the work. Part of the book's attention is also directed toward international negotiations and the impact of cultural differences on the behavior of negotiating parties; a topic connected to the author's professional background in technical, commercial, and international negotiation activities.
Among the topics of interest in the book are the personal characteristics of the negotiator. The author does not consider successful negotiation to be merely the result of familiarity with a few techniques and addresses the capabilities, attitudes, and skills that an individual needs for effective presence in the negotiation process. The differences in negotiation styles across various cultures are also examined so that the reader becomes more sensitive to the role of cultural context in professional and international negotiations.