Decoded - The method for ultimate negotiation success

Deborah Zani dispels the notion that the course of a negotiation can be significantly steered by a prepared argument. In around 100 pages, she presents her concept of "defining moments": Key moments in which the negotiating partner directly or indirectly reveals how they feel about the offer and the chances of a deal. This is followed by specific analyses of exemplary discussions based on the defining moments concept. The approach is convincing insofar as it consistently forces the salesperson to adopt the perspective of their negotiating partner. Otherwise, the book is unfortunately full of trivialities. The lack of linguistic quality is downright annoying: the text is teeming with downright errors, wooden constructions and Anglicisms. The whole thing reads in part like a poor translation, or at least the book seems to have been very carelessly proofread. Ultimately, one wonders whether the promise of the subtitle, namely ultimate negotiation success, can actually be achieved thanks to this method. If you want to find out, getAbstract recommends this book, especially to all salespeople, buyers and decision-makers.getAbstract rating: 5Implementability: 6Innovation level: 6Style: 4