A practical guide to win-win

The Financial Times Essential Guide to Negotiations

This book gives you what it promises on the front cover – how to achieve win-win outcomes in all your business deals.  A straightforward, practical guide that will tell you what is necessary to succeed.

Geof Cox’s book has a great, logical and easy-to-follow structure:

1.Planning it

2.Doing it

3.Reviewing it

The author acknowledges and reviews previous models for the negotiation process by Chester Karras, Roger Fisher & William Ury, Neil Rackham and others.

The suggested tools focus on preparation and communication skills as well as the effective use of set-piece negotiation models. Novices are warned about tricks and dubious tactics  and for advanced negotiators, the author proposes strategies for complex situations, such as negotiating across cultures or with multiple stakeholders.

In line with the style of the FT Essential Guides series, Cox uses practical case studies and examples, as well as easily adaptable tables and diagrams throughout his book.

The task and results-orientated publication’s style is straightforward and easily interpretable.  Reading Cox’s book itself is not a guarantee of success but following the steps, taking his advice and learning from others’ mistakes will definitely help you to achieve negotiation success in the long run.

The book is available on amazon.co.uk and amazon.com.