Shaping the Deal: Set the context, sequence the moves, win the terms

Name: Shaping the Deal: Set the context, sequence the moves, win the terms
Brand: Mindful Pages
SKU: 9789371775366
Price: 3018.0 INR
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ISBN13: 9789371775366
Binding: Paperback
Subject: N/A
Publisher: Mindful Pages
Publisher Imprint: Mindful Pages
Publication Date: November 21, 2025
Pages: 226
Original Price: USD 27.99
Language: English
Edition: N/A
Item Weight: 309 grams
BISAC Subject(s): Negotiating

About The Book

In high-stakes business, the deal is often decided long before you sit at the table. The most successful negotiators don t just argue their case they shape the deal itself by setting the context, sequencing the moves, and controlling the terms before the first handshake. This is the strategic edge that turns uncertain outcomes into designed victories. 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.

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Shaping the Deal: Set the context, sequence the moves, win the terms

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