WIN-WIN Is Not Fifty-Fifty: Leverage Your Business Negotiations

By Sabin Gilceava

Whether we realize it or not, we face negotiation situations every day. Sometimes we are aware of it and we try to influence the results. Many times we don't even see that we've missed an opportunity. Whether you're a seller, buyer, entrepreneur, lawyer, consultant, or trainer, you need to smoothly close negotiations and close them in a profitable way.

For more than 25 years Sabin Gilceava has been assisting with negotiations as a participant, a trainer, or an adviser. Sabin started writing about the negotiations he was a part of with different entrepreneurs throughout the years. He brings examples of practical solutions you can use to capitalize on the opportunities you didn't even realize you had.

• Language: English
• Publisher: BookBaby
• Release date: Jul 14, 2020
• ISBN: 9781098310165

Book preview

©2020 All rights reserved. This book or any portion thereof may not be reproduced or used in any manner whatsoever without the express written permission of the publisher except for the use of brief quotations in a book review.

eBook ISBN: 978-1-09831-016-5

Contents

Introduction

The Art of Negotiation

First sell, then negotiate (but only if you have to)

Win-win is not fifty-fifty

Standing and interest

The investment

Nothing is, indeed, for free

The bicycle

I don’t agree!

Negotiate like a child

Income and expenses

The game of Go and negotiation

Ten habits of skilled negotiators

Introduction

In our day-to-day activities, whether we realize it or not, we face different negotiation situations. Sometimes, we are aware of it, and we try to influence the results. Other times, we don’t even see that we’ve just missed an opportunity to get different results; we comply by following the status quo.

For more than 25 years, I’ve been assisting with various negotiations as either an active participant, a trainer, or an adviser. Depending on the situation, I have acted as either the seller or the buyer. 

For a few years now, I’ve been writing a blog that focuses on negotiation. There (of course, limited by the confidentiality agreements that I have), I provide examples of practical ways in which anyone can leave a business negotiation having achieved much more. In this book, I have reproduced some of the articles that I’ve published over the last several years.

If you’re reading this, I assume you are interested in negotiation. Whether you’re a seller, buyer, entrepreneur, lawyer, consultant, or trainer, you need to smoothly close business negotiations and, more importantly, close them in a profitable way. 

I hope this book will provide some clues of what you need to apply in future negotiations. 

Sabin Gilceava

Amsterdam – October 2019

The Art of Negotiation

As a negotiation consultant, I am frequently asked why negotiation is an art,