The Only Negotiation Book You'll Ever Need
Find the negotiation style that's right for you, Avoid common pitfalls, Maintain composure during high-pressure negotiations, and Negotiate any deal - without giving in
Published on 18. December 2012
224 pages
978-1-4405-6073-6 (ISBN)
Description
Negotiate your way through any deal!
In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in.
With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!
In today's fast-paced business environment, where a single e-mail exchange can make or break your career, it's important that you know how to clearly and effectively discuss an agreement's terms in person as well as online. The Only Negotiation Book You'll Ever Need guides you through every stage of the process--from identifying opportunities to closing the deal--with useful negotiation techniques and tips for adapting classic strategies to online interactions. This book helps you anticipate your adversaries' moves, outwit them at every turn, and spin obstacles to your advantage. You'll also build long-term relationships and win your deals without ever having to give in.
With The Only Negotiation Book You'll Ever Need, you'll finally be able to find a negotiation style that helps you get the outcome you want--every time!
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Additional editions
Angelique Pinet | Peter Sander
The Only Negotiation Book You'll Ever Need
Find the negotiation style that's right for you, Avoid common pitfalls, Maintain composure during high-pressure negotiations, and Negotiate any deal - without giving in
Book
01/2013
Adams Media Corporation
€17.50
No shipping information available
Person
An Adams Media author.
Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.
Peter Sander is an author, researcher, and consultant in the fields of business, location reference, and personal finance. He has written more than forty books, including Value Investing for Dummies, Personal Finance for Entrepreneurs, and 101 Things Everyone Should Know About Economics. The author of numerous articles dealing with investment strategies, he is also the coauthor of the top-selling the 100 Best Stocks series.
Content
- Intro
- Title Page
- Contents
- Introduction
- Chapter 1: The Split-Second Imperative
- Danger-Fast Track Ahead
- Technology Gamechangers
- Do It Yourself
- Negotiating Is All Around Us
- Chapter 2: Why Negotiate?
- Bartering Back Through Time
- From Bargaining to Negotiating
- The Difference Between Bargaining and Negotiating
- The Negotiating Game
- Types of Negotiation
- The Reasons Why
- When They Don't Want to Play
- If You Don't Think Negotiating Is Part of Your Life...
- Chapter 3: Prepare the Ground
- Know Yourself and Your Goals
- Know Your Opponent
- Background Information
- Analyze Your Alternatives
- The Meeting Itself
- Chapter 4: Find Your Negotiating Style
- The Intimidator
- The Flatterer
- The Seducer
- The Complainer
- The Arguer
- The Logical Thinker
- Negotiating Personalities
- Aggressive and Dominating
- Passive and Submissive
- Logical and Analytical
- Friendly and Collaborative
- Evasive and Uncooperative
- Expressive and Communicative
- Chapter 5: Developing a Tactical Toolkit
- Good Cop/Bad Cop
- Shills and Decoys
- The Straw-Man Technique
- Taken by Surprise
- Add-ons and Nibbling
- Additional Techniques
- When You're the Underdog
- If You're Not Ready Yet
- Chapter 6: A Day at the Theater
- Playing Dumb
- Conducting Interrogations
- Talking, Talking, and More Talking
- A Shouting Match
- Emotional Outbursts
- Blatant Mistreatment
- About Body Language
- Unconscious Behavior
- Universal Gestures
- Mirroring Your Counterpart
- Reading and Sending Appropriate Signals
- Using and Interpreting Silence
- Chapter 7: Avoiding Common Negotiating Pitfalls
- Dealing with Difficult People
- Choose Words Carefully
- Letting Stress Take Over
- Know What Sets You Off
- Mishandling Concessions
- Closing Mistakes
- Risk Management for Negotiators
- Keeping Objectives in Focus
- Chapter 8: High-Pressure Negotiating Tactics
- Unrealistic First Offer
- "One Time Only" Offer
- Delay of Game
- The Bottom Line
- False Concessions
- The First Offer
- Using Competition as Leverage
- Deadlines-For Better or for Worse
- Chapter 9: When to Close, and When to Walk Away
- Solving Unequal Bargaining Problems
- One Winner, One Loser
- When No One Wins
- Knowing When to Opt Out
- Clinching the Deal
- Knowing What to Expect
- When and How to Close
- What's Stopping You?
- Extras and Perks
- Starting with the End in Mind
- The Moment of Glory
- Chapter 10: Under Contract
- Elements of a Contract
- In Charge of Writing
- Hammering Out the Details
- Reviewing the Contract
- Meeting of Minds
- Contract Remedies
- Breach of Contract
- Good Faith or Bad Faith?
- Alternative Dispute Resolutions
- Chapter 11: Negotiating for the Long Term
- Building Trust
- A Collaborative Effort
- Putting Ideas Into Practice
- Enduring Relationships
- Improving Your Skills
- Your Report Card of Success
- Enjoying the Ride
- Appendix: Sample Negotiation Scripts
- Copyright
