Derek Arden is a leading negotiation expert. An international keynote conference speaker, business coach and facilitator, he has worked in 27 countries, with 5 business schools and has been a visiting lecturer at the Henley Management College for 12 years.

Derek was a Director in a large profit centre of a financial institution for 12 years and has negotiated transactions worth 3 billion.

About the author

Author's acknowledgements

Publisher's acknowledgements

Foreword

Introduction

PART ONE: WHY NEGOTIATION MATTERS

Chapter 1: We’re all negotiators

Chapter 2: The cost of not negotiating

Chapter 3: The win win win of negotiating

Chapter 4: Rate your negotiation skills

Chapter 5: Who has the power?

PART TWO: The 11 steps of negotiation

Chapter 6: Prepare and plan

Chapter 7: Give a great first impression

Chapter 8: Ask the right questions

Chapter 9: Listen well

Chapter 10: Use your head

Chapter 11: Read body language

Chapter 12: Watch out for lying

Chapter 13: Use the right strategies and tactics

Chapter 14: Influence the other side

Chapter 15: Know how to bargain

Chapter 16: Handling conflict

Chapter 17: Confidence when negotiating

PART THREE: HOTSPOTS

Hotspot 1: How to ask for a salary increase

Hotspot 2: How to negotiate a discount

Hotspot 3: How to negotiate on the phone

Hotspot 4: How to negotiate as a team

Hotspot 5: How to negotiate by email

Hotspot 6: How to negotiate internationally

Index