The 7 biggest errors in negotiations
From the introduction: One of the biggest errors is believing that both sides can win, that a “win-win” agreement is possible.
This assumption is wrong. Because there must always be a winner. In sports, in business, and in politics. A negotiation is no different, there is one party carrying the victory, and another party that must accept defeat. In this book, I want to share with you the knowledge and experience I gained from accompanying difficult negotiations. I would like to assist you on your way to becoming the winning type in negotiations. [...]
Strategies and tactical steps for difficult negotiations
From the introduction: As a police officer, drug enforcement agent and trainer for negotiation techniques at the training institute of the Ministry of the Interior, I was confronted with the most difficult of negotiations. I negotiated mainly with kidnappers, bank robbers and drug dealers. After my studies I decided to make my experiences of the most difficult negotiations accessible to managers. In this book I recount my personal negotiation results for the first time and give you tips on how to master your difficult negotiations. [...]