We frequently engage in the omnipresent process of negotiating to achieve desired outcomes. Some of us might refer to this process using different terms such as bargaining, influencing or persuading. As negotiation is everywhere, this is a critical skill for everybody to enhance. Mastering negotiation skills requires considerable effort and can be achieved by developing or enhancing your Negotiation Quotient.

Negotiation Quotient is your ability to balance the key phases - planning, engaging and closing - with appropriate behaviors and effective use of techniques. In this book, I will introduce "The Balance of Negotiation" highlighting the three phases of negotiation as well as the key behaviors and techniques that are essential to achieving a desirable end result.

On a daily basis, we come across a multitude of negotiations. In this edition, the negotiation theories and concepts have been illustrated by prominent stories and examples, and daily life experiences, personal as well as from colleagues, friends and family members. We all read about successful deals and negotiations that happen at diplomatic and organizational level but I have attempted to showcase examples that we face on a day-to-day basis. While it is important to learn from successful negotiation stories that generate a positive feeling and provide an insight into some smart strategies, it is equally vital to learn from situations where the negotiation did not go as anticipated. I have incorporated many such cases which provide a useful perspective for dealing with negotiations that did not meet expectations. Readers will be able to associate with the experiences highlighted in this edition that require the use of our Negotiation Quotient.