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One must listen if one wishes to be listened to.La Rochefoucault

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Négocier comme Churchill

Négocier comme Churchill

Take inspiration from Winston Churchill's practices to negotiate more effectively in difficult situations.

Author(s): Yann Harlaut

Publisher: Eyrolles

Date of publication: 2014

Buy this book [amazon.com]


The influence of Winston Churchill on today’s world has been considerable, because of his incomparable geostrategic vision, but also because of his exceptional negotiation skills—whether in planning the Normandy landing or reorganizing the world order at the 1945 Yalta Conference. To help readers negotiate successfully, the book suggests taking inspiration from the practices of this leader, who was able to stay the course in times of major historical crisis. In each chapter, personal anecdotes and historical context are followed by practical tips applicable to businesses and personal situations. Among the valuable tidbits, you will find advice for persuading your counterparts effectively, capitalizing on your assets—as well as your flaws—in negotiation situations, preparing for dialogue by establishing informal relations, adapting your arguments and stance to different types of counterparts (including people like Stalin!), etc. An inspiring book to negotiate more effectively in difficult situations.