Negotiation is an essential skill for all those operating commercially on behalf of their organisations. The ability to navigate quotations, tenders, proposals, internal and external stakeholders, licensing agreements and so on, could form part of any employee¿s role, be it on the buy or supply side. The negotiation process can be broken down into a number of discreet steps. Each one contains a range of activities from planning/preparation through to sealing the deal. Effective negotiators understand the flow and application of these in order to achieve their goals and objectives. For any procurement or sales professional the ability to negotiate is a core capability, having a route map that details what to do where, when and how can significantly improve understanding, application and enhancement of skills. The Negotiation Handbook is a useful guide for all those wanting to understand what tools and techniques may be applied to the negotiation process. The handbook has been subdivided into seven key sections, with each representing an important stage related to the Negotiation cycle.

The models and concepts are presented so that both a pictorial and explanatory commentary is available to the reader. This practical handbook supports all those working in a commercial capacity, so that they may apply commonly used tools and techniques in order to ensure maximum benefit is achieved on behalf of their employers.