My books on professional negotiating:

This essential demonstrates how, as a negotiation leader, you are a key part of a team and must focus solely on specific core tasks. The book achieves this in a highly practical manner. Additionally, it illustrates how, as a negotiation leader, you should consistently follow the same proven pattern: first establishing a connection (Bonding), then discussing your position (Mission), and employing persuasion tactics (Influence). Furthermore, you will learn how to fully optimize the negotiation process.

Briefing and debriefing processes in B2B negotiations can only ascend to high-performance levels if the best practices of high-performance teams are applied. To execute such a sophisticated briefing or debriefing, it is imperative to firstly ensure "psychological safety" across the board and to mandate a commitment to the negotiation's success from each team member. The fusion of these psychological elements with the best practices specific to negotiation-related briefings and debriefings culminates in an unparalleled state-of-the-artbriefing and debriefing experience.

In this essential guide, Hermann Rock introduces the widely recognized BATNA model (Best Alternative To Negotiated Agreement) developed at Harvard and widely adopted in practice. A thorough critical examination quickly reveals the model's limitations. As a viable alternative, the author proposes the Best Situation Management (BSM) model, elucidating how it remedies the BATNA model's performance-related deficiencies. The primary objective of the BSM model's 7 rules is the optimization of your negotiation prowess. Grounded in the scientific insights from decades of negotiation research, the BSM model draws from the principles expounded by Professors Neale and Lys in their seminal work, "Getting (more of) what you want'."

In this book, Hermann Rock imparts time-structured core strategies for negotiating that can be applied immediately. The author's expertise is primarily derived from his experience with M&A transactions and management buy-ins. However, the strategies he presents are just as applicable to a wide range of other negotiations, from financing and car purchases to leases and service contracts, making them universally applicable. Rock introduces three scientifically-backed foundational strategies, enabling readers to adapt these approaches to their unique negotiation contexts. The illustrative examples are drawn from real-world cases personally negotiated by Rock, providing practical insights into their application. Equipped with a thorough understanding of these foundational strategies, readers will feel enabled to enter negotiations with a positive mindset, thereby establishing a solid foundation for achieving successful outcomes. Hermann Rock has extensively and successfully shared his negotiation strategies through lectures and in publications (such as Focus). Now, for the first time, he presents these strategies as a logical and subsequent extension of the Harvard concept, consolidated in a clear and comprehensive book format.

In this book, Hermann Rock imparts time-structured core strategies for negotiating that can be applied immediately. The author's expertise is primarily derived from his experience with M&A transactions and management buy-ins. However, the strategies he presents are just as applicable to a wide range of other negotiations, from financing and car purchases to leases and service contracts, making them universally applicable.