Negotiations are rarely purely factual discussions they involve psychology, strategy, and tactics. Those who react unprepared quickly lose influence. This practical guide shows you how to stay in control under pressure, actively steer the process, and act with confidence in critical moments. Through realistic case studies, you will learn what truly matters from making strong demands to de-escalating tense situations. To negotiate successfully, you need more than arguments: you need a clear structure and the right approach. Discover proven strategies to break through deadlocks, manage escalations, and confidently handle uncertainty, tactical maneuvers, and complex dynamics. An indispensable resource for anyone conducting negotiations under pressure whether in the boardroom, operational teams, digital environments, or crisis management. This handbook provides the essential tools.

The Danger of Making Offers Too Early

Setting the Right Anchor
The Risk of Defectors: Global Negotiations in Key Accounts
Using Questioning Techniques Effectively The Risk of Open Questions
Tactical Moves Part 1: The Difference Between Summarizing and Paraphrasing
Tactical Moves Part 2: Internal Debriefing
Behind the Scenes The Power of Informal Channels in Business and Politics
Lessons from Digital Crisis Negotiations: When Your Company Is Taken Hostage
The Myth of Good Cop/Bad Cop Legend, Tactic, or Outdated?
Negotiating Trust: How Intercultural Misunderstandings Block Deals
The 8-Field Model: Systematic Negotiation Under Pressure
The 50 Most Important Principles for Negotiating Under Pressure.