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Shaping the Deal
By Elliot Crane
0 - Default Title
Description
This book is a field-tested blueprint for those who want to win without brinkmanship. It reveals how to use business negotiation strategy not as a reactive skill but as a proactive campaign. You ll learn how to read the terrain, map stakeholders, and control the pace so that agreements become the logical outcome, not the product of last-minute persuasion.
Discover how to apply deal framing to make your position the natural choice, use negotiation sequencing to close doors on rival paths, and deploy stakeholder mapping for deals to influence the decision-makers who aren t even in the room. You ll see how a well-planned concession strategy playbook can protect value while building trust, and how cross-cultural business negotiation techniques prevent costly misunderstandings.
Through real-world examples, proven frameworks like BATNA and ZOPA, and advanced tactics such as tempo control in negotiation and negotiation campaign design, you ll gain a repeatable system for shaping the outcome before the negotiation even begins.
Whether you re leading enterprise sales, closing partnerships, or navigating complex disputes, this book will change the way you prepare, position, and perform so you can close deals without brinkmanship and with the confidence that the terms will hold long after the ink dries.
Product details
Binding:
Paperback
Number of Pages:
226
Release Date:
2025-11-21
Publication Date:
2025-11-21
Publisher:
Mindful Pages
Languages:
Original:
English
ISBN10:
937177536X
ISBN13:
9789371775366
Weight:
374 g
Height:
152 cm
Width:
229 cm
Thickness:
13 cm
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