Shaping the Deal (eBook, ePUB) - Crane, Elliot
12,95 €
inkl. MwSt.
Sofort per Download lieferbar
payback
6 °P sammeln
  • Format: ePub

In high-stakes business, the deal is often decided long before you sit at the table. The most successful negotiators don't just argue their case-they shape the deal itself by setting the context, sequencing the moves, and controlling the terms before the first handshake. This is the strategic edge that turns uncertain outcomes into designed victories.
This book is a field-tested blueprint for those who want to win without brinkmanship. It reveals how to use business negotiation strategy not as a reactive skill but as a proactive campaign. You'll learn how to read the terrain, map…mehr

  • Geräte: eReader
  • ohne Kopierschutz
  • eBook Hilfe
  • Größe: 0.2MB
Andere Kunden interessierten sich auch für
Produktbeschreibung
In high-stakes business, the deal is often decided long before you sit at the table. The most successful negotiators don't just argue their case-they shape the deal itself by setting the context, sequencing the moves, and controlling the terms before the first handshake. This is the strategic edge that turns uncertain outcomes into designed victories.

This book is a field-tested blueprint for those who want to win without brinkmanship. It reveals how to use business negotiation strategy not as a reactive skill but as a proactive campaign. You'll learn how to read the terrain, map stakeholders, and control the pace so that agreements become the logical outcome, not the product of last-minute persuasion.

Discover how to apply deal framing to make your position the natural choice, use negotiation sequencing to close doors on rival paths, and deploy stakeholder mapping for deals to influence the decision-makers who aren't even in the room. You'll see how a well-planned concession strategy playbook can protect value while building trust, and how cross-cultural business negotiation techniques prevent costly misunderstandings.

Through real-world examples, proven frameworks like BATNA and ZOPA, and advanced tactics such as tempo control in negotiation and negotiation campaign design, you'll gain a repeatable system for shaping the outcome before the negotiation even begins.

Whether you're leading enterprise sales, closing partnerships, or navigating complex disputes, this book will change the way you prepare, position, and perform-so you can close deals without brinkmanship and with the confidence that the terms will hold long after the ink dries.

Dieser Download kann aus rechtlichen Gründen nur mit Rechnungsadresse in A, D ausgeliefert werden.

Autorenporträt
Elliot Crane is a negotiation strategist who has spent years helping executives, founders, and deal teams win durable agreements without brinkmanship. His work focuses on the often-missed pre-table phase-how context, sequence, and perception shape outcomes before terms are ever discussed. Drawing on strategy, behavioral insights, and cross-cultural practice, Crane designs negotiation "campaigns" that align incentives, manage tempo, and protect relationships through implementation. He has advised on enterprise sales, complex partnerships, supplier disputes, and high-stakes fundraising across multiple regions. Crane's writing is known for clear thinking and field-tested practicality; his aim is simple: help readers prepare earlier, think more systemically, and close deals that hold up in daylight.