Order out of chaos : a kidnap negotiator's guide to influence and persuasion / Scott Walker.
Publisher:
Harvard Business Review Press,
Copyright Date:
2024
Description:
xxiv, 216 pages : illustrations ; 25 cm
Notes:
"Win every negotiation, thrive in adversity, and become a world-class communicator"--Title page. Includes bibliographical references and index.
Contents:
Technique 15: Your five-step action plan for lifelong negotiation success. Negotiation case file #1 Middle East and Asia -- Technique 1: Creating order out of chaos: Harnessing your Red Centre -- Technique 2: Taking control of your internal state -- Negotiation case file #2 U.K. -- Technique 3: Developing emotional intelligence to improve your negotiation skills Chapter Two Preparing to win every negotiation -- Technique 4: Train hard, fight easy -- Negotiation case file #3 Europe and Africa -- Technique 5: Focus on who, rather than how -- Technique 6: Establishing your battle rhythm and immediate action drills Chapter Three: Practical psychology to influence any negotiation -- Technique 7: First moves: Establishing your communication strategy -- Technique 8: How it all works: The science behind negotiation -- Negotiation case file #4 Middle East -- Technique 9: Proactive listening, establishing rapport, trust-based influence Chapter Four: Avoiding common negotiation mistakes -- Negotiation case file #5 Asia-Pacific -- Technique 10: Personal barriers to effective communication -- Technique 11: Deliberate blocks to effective communication -- Technique 12: Embracing conflict: When resistance isn't always futile -- Chapter Five: Negotiating with difficult people -- Technique 13: First, seek to understand: What is their model of the world? -- Technique 14: Create a plan, then work the plan -- Risk is not a dirty word -- Technique 15: Succeeding in stressful, emotional or sensitive negotiations -- Negotiation case file #6 UK -- Your five-step action plan for lifelong negotiation success.
Summary:
"Scott Walker has probably one of the most difficult jobs in the world. When pirates have hijacked a ship, when a criminal gang has kidnapped someone, when an entire company's future is being held to ransom from a cyberattack, Scott is the person who gets called in. He has successfully negotiated more than 300 such incidents using the principles in this book. His methods, centered in empathy, active listening, trust-based influence, and emotional control, will help you achieve the outcome you want. Regardless of whether you're an executive in a multi-national organization, the owner of a small business, a local sports team coach or running the family household, you're negotiating every single day, whether you realize it or not. Learn the skills Scott uses to resolve life or death kidnappings all over the world-from the Niger Delta, China, and the Philippines to the Middle East, Europe, and Latin America-and how to apply them to your own life, at work and at home. Order Out of Chaos provides tools that cut straight to the most effective way of communicating, particularly in times of crisis, change and uncertainty"-- Provided by publisher.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.