Negotiate at home and abroad

John Mattock

Negotiate at home and abroad

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Negotiate at home and abroad
1st edition
© 2015 John Mattock & bookboon.com
ISBN 978-87-403-0872-3

3
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Negotiate at home and abroad

Contents

Contents
About the author, John Mattock

7

Introduction: How To Use his Book

9

1

Principles & people

13

1.1

Key concepts

13

1.2

Attitudes & skills

15

1.3

Look in the mirror

17

2

Process & protocol

21

2.1

Where the real power lies

21

2.2

Five phases

24

2.3

Personality proile

29

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Negotiate at home and abroad

Contents

3

Preparation & planning

34

3.1

Look at it from all sides

34

3.2

Do some research

38

3.3

Decisions in the dressing room

39

4

Enquiry & exploration

42

4.1

Set a tone of collaboration

42

4.2

What’s all this about questions???

43

4.3

Quizzes

47

5

Revision & repackaging

50

5.1

Take stock of what you have learned

50

5.2

Give-and-take

53

6

Proposal & pitching

57

6.1

Being credible, clear and convincing

57

6.2

Clarity

60

6.3

Conviction

63

360°
thinking

.

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© Deloitte & Touche LLP and affiliated entities.

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