The Master Negotiator: Negotiation 4.0
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The Master Negotiator: Negotiation 4.0

How to win every negotiation

About the Book

The guide "The Master Negotiator" is a very useful negotiation book, that will provide you with all the necessary knowledge for every stage of the negotiation. So success Almost comes by itself!! In a clear and easy to understand sequence you get to know all important aspects, like strategy, tactics and the right rhetorical means, which are necessary for negotiation success. With easy to be memorized frameworks like the "GESAD phase model" or the so called "PoInTe"-Factors all kinds of negotiations can be accomplished well prepared. The clear structured process helps you to find the themes and show the behavior that is necessary for a true negotiation success.

This book is a translation into English of Der Meisterverhandler: Verhandeln 4.0 which was originally written in German.

About the Author

Valentin Nowotny
Valentin Nowotny

Agile coach, leadership trainer and negotiation expert; psychologist; master of business administration (MBA); Professional Scrum Master (PSM/PSPO/SPS) and bestselling author. If you are looking for a real pro for the topics of agility, leadership or negotiation, I am available for you! You will find my contact details here. My author page on is available here and the certifications can be examined here.

Agile Coach, Leadership-Trainer und Verhandlungs-Experte; Diplom-Psychologe; Master of Business Administration (MBA); Professional Scrum Master (PSM/PSPO/SPS) sowie Bestseller-Autor ("Agile Unternehmen", "Die neue Schlagfertigkeit"; "Trainings und Seminare erfolgreich gestalten"). Sprechen Sie mich gerne an, meine Kontaktdaten finden Sie hier. Meine Autorenseite auf findet sich hier und mein Zertifizierungen können hier eingesehen werden.

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Table of Contents

  • Introduction
  • Chapter 1: Targets, ZOPA und GESAD
    • Targets: What should you aim at?
    • ZOPA: How much to get from the pie?
    • GESAD: What to focus on at each stage?
  • Chapter 2: Strategy + Tactics
    • Which strategy is the right one?
    • Tactics is not equal tactics
  • Chapter 3: Body Language + Rhetorics
    • Hey, your body speaks
    • Make use of rhetorics
    • Bring both together
  • Chapter 4: Preparation and Follow Up
    • The preparation
    • The follow-up
  • Chapter 5: True Dealmaker-Qualities
    • The bouquet of demands
    • The six most important skills
    • In three-steps to negotiation success
  • Chapter 6: The Best Negotiation Tips
  • Author + Contact
  • References

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