The Kremlin School of Negotiation

Negotiating is something that we all do, whether at work or at home. But what if we come across someone who just won't give in? How can we defend ourselves against manipulation? And how do we say 'no' without compromising a deal?

Legend has it that the Kremlin school of negotiation was born in Russia in the 1920s, under the rule of Josef Stalin, and it still has its followers and advoctes to this day.

Using the official Kremlin method, Igor Ryzov guides us through the most effective techniques in negotiating terms that satisfy both parties. From knowing how to get the most information about a potential deal, to how to read your counterpart, and to advice on defusing tension, this comprehensive handbook ensures a mutually acceptable resolution that leaves you walking away successful, while also avoiding strained relationships.

With practical examples, and exercises to practice your negotiating skills, The Kremlin School of Negotiation will offer the tools you need to master any deal.

1. Mastering The Kremlin School of Negotiation
• Identifying your negotiation opponent's goals and motives
• Who is stronger in negotiations — the lion or the fox?
• Being a lion in pursuit of your own interests
• Recognising your opponent's behaviour: four behaviour types, from the 'teenager' to the 'tank'
• Regulating tensions around the negotiating table
2. Learning to Tell a Compromise From an Unnecessary Concession
• Creating a negotiation budget: four key components that affect results
• Build a magic polygon of interests
3. Five Key Techniques that get Results in Tough Negotiations
• Eye contact as a guarantee for success
• Shielding yourself from 'need' and fear
• Saying 'no' without damaging relationships
• The position of 'host' spells success
• Finding your cause
4. Negotiating in Tough Conditions
• Protecting yourself from pressure and manipulation
• Three important measures for controlling your emotions
5. Seven Techniques for Reaching Agreements with a Tough Opponent
• How to parry small jabs and figure out your opponent's position
• Turn battle into co-operation
• Use connectors to unearth a manipulator's motives
• Disputing the right way, without provocation
• Dodging rudeness
• A joke and a kind word — guarantees of success with even the most aggressive opponents
• The 'humor' technique
6. Gently and Discreetly Change an Opponent's Point of View
• Showing your opponent the benefit of your proposals: a play on contrasts
• A trusty way of nudging your opponent towards the 'right' decision
• Don't fall for a quick 'yes'
• The answer to the hardest question
• To catch something first let it go
• Do I need to reciprocate gifts?
7. Building a Negotiation Roadmap
• What governs negotiations? The role of strategy and tactics
• Buildinga roadmap and what you will need
• Some personal impressions on negotiating with international opponents

A real disappointment. I was looking forward to some unusual negotiation tips, but was met by a what seemed to be a badly translated book. After a while, I got irritated on the infantile approaches. But after reading the book to the end, I realized that this is in fact a book you may stick in the hands of a total noob in sales (like 15-18 year old youngsters) that can benefit from the walk-through of the most basic sales techniques and motivations. 

It is still a bad book, as you must overlook the infantile feel of the book as well as the Russian self-aggrandizing. But it may have its uses, but not what the author intended.