Discussing and negotiating a business deal is a dream for many, whether it's a multi-million dollar agreement that strengthens a company's position or a successful sales transaction. But why do some deals succeed while others fail? The truth is, there's no magic involved. It is possible to identify the essential skills and approaches used by experienced negotiators that help achieve better outcomes for all parties.

This book covers ten steps towards successful business negotiation:

• Creating the right environment and atmosphere.
• Studying goals and objectives.
• Identifying each negotiating party.
• Opening the negotiation meeting.
• Managing the negotiation meeting.
• Speaking and listening.
• Presenting proposals and offers.
• Summarizing.
• Concluding and sealing the deal.
• Following up on developments.

The book notes that business negotiations can be enjoyable, although there is no reason to force them upon opponents.

Publisher: The Arab Scientific Publishers / Lebanon
Author: Peter Fleming
Year of Publication: 1998
Number of Pages: 104
ISBN: 2844098312