This book is based on three major truths.
First, negotiation is an art (and also a science, as we shall see) that is always useful to us. And I am not just talking about business: we negotiate whenever we want to get something from someone else, in any sphere. Most of the time this happens unconsciously–negotiation is not the preserve of the world of finance, business or certain thriller movies where the FBI agent on duty has to free hostages in the hands of terrorists. The truth is that we all negotiate, every day, in different ways and with different goals.
Second, each negotiation is different in purpose and importance, but is identical in its essence; therefore, it is possible to learn how to recognize situations and manage the entire negotiation process by following a precise methodology capable of turning each negotiation into a success.
Finally, leadership often and often requires negotiation: good leaders are inevitably effective negotiators.
Yet, most people do not negotiate as much as they could and should, and when they do, they do not prepare properly, ending up not getting as much as they deserve.
Negotiating is the way to meet a need, solve a problem, and avoid conflict.
Negotiating allows people to achieve what they want, leaving others the same opportunity.
Beware, however: this is not a text in which an insider teaches magic tricks for becoming skillful and effective negotiators. That would be impossible, since every negotiation is unique and not replicable.
Rather, this book seeks to present a method and teach a discipline; through my decades of experience and concrete examples, I address the entire negotiation process in depth, going into technical and psychological details.
In the pages you will not find easy shortcuts, but a method, to which I have given the name Incontro, that will help you turn your negotiations into successes.
It is a method that is not the result of a desk-constructed work, but was born out of my very personal need for growth and change, and it is a model suitable for any kind of negotiation.
Personally, I am certain that if I had not made the decision to work on my negotiation skills, my life (professional and personal) would have taken a different course.
Following my method will help you save money and close important deals, negotiate in difficult contexts, improve your working relationships, claim (and create) more value, and resolve seemingly unmanageable disputes.
By learning to negotiate, you will be able to ask for what you want and work with others to find a win-win deal.
You’ll be able to build stronger relationships-negotiation is not only about negotiating, but also about building lasting relationships.
You will also gain confidence in your ability to defend yourself and your ideas.