Sales & Negotiation · Handbook
The Business Development Playbook
Build growth, high-value partnerships and scale smartly
$19
Alternatif Business Library · Workbook · Sales & Negotiation
The Negotiation Plan
Turn every conversation into an agreement
A structured, win-win approach to every negotiation: the principles of the Harvard method, a six-step process from preparation to commitment, objectives and limits, BATNA, reservation point and ZOPA, analysing the other party, opening, exploring interests, creating options, objective criteria, concessions and anchoring, handling tough tactics, team negotiations and a one-page negotiation plan.
- Understand Win-win negotiation and the Harvard method.
- Prepare and conduct Six steps, BATNA, ZOPA, interests, options and criteria.
- Master Concessions, anchoring, tough tactics, teams and a one-page plan.
One-time payment · Instant download · Secure checkout with PayPal
30illustrated pages
10tools explained step by step
3classic frameworks explained
$15one-time, instant download
What is inside
3 parts, 10 practical tools.
This blueprint gives a step-by-step plan for negotiating effectively and ethically, based on the principled negotiation approach from Roger Fisher and William Ury’s Getting to Yes (1981) and research on negotiation behaviour. It complements Negotiate with Confidence with a practical, plan-based approach and templates. Each step includes a worked example from one running case, an AI prompt and the mistakes to avoid.
- 1
Understanding winning negotiation
Win-win and the Harvard method.
Negotiation as a win-win process · The Harvard method · BATNA, reservation point and ZOPA
- 2
The six-step process
From preparation to commitment.
Step 1: Preparation and planning · Steps 2 and 3: Opening and exploring interests · Steps 4 and 5: Creating and evaluating options · Step 6: Commitment and follow-up
- 3
Techniques and mastery
Concessions, tactics, teams and the plan.
Anchoring, concessions and trading · Handling tough tactics and emotions · Team negotiations and your one-page plan
Every tool follows the same structure
What it isplain languageUse it whenthe right momentVisualdiagram or tableHow to apply itnumbered stepsCaseNorthgate Health System IT renewalAI promptready to pasteWatch outcommon mistakes
Frameworks and real examples
The classics, explained and applied.
Each book connects its practical tools to the well-known models behind them, and shows how real companies applied the same ideas.
Classic frameworks
Principled negotiationBATNAAnchoring
Real-world examples
Camp David AccordsHarvard Negotiation Project
Bonus
A 2-page printable cheat sheet with every tool, the method and the checklist.
One case, start to finish
Follow Northgate Health System IT renewal through the whole book.
Northgate Health System runs three hospitals and 20 clinics in Minnesota. Its three-year IT support contract with a major provider is ending; the provider proposes a 14% price increase, while Northgate wants better response times and lower cost. Procurement director Sarah Lindqvist leads the negotiation with the IT director. The blueprint follows the negotiation from preparation to signature.
current annual contract value$4.2M
increase proposed by the provider+14%
current critical response time4 hours
contract length3 years
Before you decide
Who is it for?
Ideal for
- Buyers, salespeople and account managers
- Managers negotiating budgets, contracts or agreements
- Anyone preparing an important negotiation
Not ideal for
- Readers seeking legal advice on contracts
- Readers looking for manipulative tactics
Instant access
The Negotiation Plan
- The Negotiation Plan · 30-page illustrated PDF
- 10 tools, each with a visual, steps, a worked example and an AI prompt
- A complete printable checklist
- Worksheet: One-page negotiation plan
- Worksheet: Concession log
- The whole method summarized on one page
- 3 classic frameworks explained (origin and use)
- Real-world examples: Camp David Accords, Harvard Negotiation Project
- Bonus: 2-page printable cheat sheet
$15USD · one-time payment
One-time payment of $15 USD. Card or PayPal balance.
- Instant download
- Secure PayPal checkout
- Help within 1 business day
Digital file delivered instantly. See the refund policy.
Questions
Before you buy
What format is it?
An illustrated PDF of 30 pages (A4), designed to read on screen or print. Worksheets and checklists are included at the end.
How is it delivered?
Right after payment through PayPal you get a private download page, or we email you the link, usually within a few hours. Problems: contact@aydi.ma.
Is it in English?
Yes. All library titles are written in clear, international English.
Is the case study real?
Northgate Health System IT renewal is a fictional business with consistent figures, built so you can follow every example step by step. The book also includes short, publicly documented examples from well-known companies.
What is the cheat sheet?
A 2-page printable summary (A4 landscape) of every tool, the 7-step method, the classic frameworks and the checklist, delivered with the book.
Can I use it with my team or clients?
Yes, you can apply the methods and print the worksheets for your team and clients. You may not resell or share the file itself.
What is the refund policy?
Sales are final once downloaded, except if a file is damaged and cannot be replaced within 3 business days, if you were charged twice, or if the product is substantially different from its description. Ask within 14 days.
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