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The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation [Secure eReader (recommended)/Mobipocket/Microsoft Reader/Adobe]
eBook by Peter Stark
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eBook Category: Business/Self Improvement
eBook Description:  The Essential Guide to the Power of Persuasion. Most people think of negotiating as something we do when we are making a big deal for a high-powered contract. But the truth is, we all do it every day. We negotiate deadlines and sales, purchases and relationships, in our roles as employee, manager, and salesperson. Yet a lot of negotiating books are theory-based and lack the practical tools that help us know, "If he says no, what do I say next?" In The Only Negotiating Guide You'll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country's top companies, take the dread out of persuasion in a series of straightforward, entertaining, and highly effective methods. They make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. The heart of the book is the 101 Winning Tactics. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. One manager calls this section of the book "virtually a stand-alone primer for any would-be negotiator." Try the classic "Is That Your Best Offer?" tactic, which gets you an instant concession. Or the gutsy "YIKES! You've got to be kidding!", which can lead your counterpart to drop a bluff. Whether it's Appealing to Mother Teresa, "I Feel Your Pain," or These Boots Are Made for Walking, all 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work. Stark and Flaherty also address the three types of negotiators, the secrets of nonverbal communication and the rules of time, information and power. The Only Negotiating Guide You'll Ever Need is a life-changing book that puts a new world of rewards within easy reach.
eBook Publisher: Random House, Inc./Broadway, Published: 2003
Fictionwise Release Date: September 2003
Available eBook Formats [Secure eReader (recommended)/Mobipocket/Microsoft Reader/Adobe - What's this?]: SECURE MOBIPOCKET FORMAT [918 KB], SECURE MICROSOFT READER FORMAT [925 KB] - Requires Microsoft Reader 2.1.1 for PCs, or Microsoft Reader 2.2.2 on Pocket PC 2002 handheld devices. Some older Pocket PCs can be upgraded. Learn More., SECURE EREADER (RECOMMENDED) FORMAT [245 KB], SECURE ADOBE FORMAT [761 KB]
Secure Adobe: Printing DISABLED, Read-aloud DISABLED
Other formats: Printing DISABLED, Read-aloud DISABLED
Adobe Acrobat Reader ISBN: 0767917103
Microsoft Reader ISBN, MobiPocket Reader ISBN, eReader (recommended) ISBN: 9780767917100
 
"A must-read for anyone who wants to build a reputation as a negotiator people love to do business with."
Contents Introduction Why Another Book on Negotiation? PART I The Skillful Negotiator
1 What Is Negotiation?
2 Negotiation's Four Possible Outcomes
3 The Three Critical Elements: Time, Information, and Power
4 Questioning Skills: How to Uncover Your Counterpart's Needs
5 Listening Skills: A Powerful Key to Successful Negotiating
6 Nonverbal Behavior: The Language of Negotiating
7 Building Trust in Negotiation
8 Sharks, Carp, and Dolphins: Your Negotiating Counterparts
9 The Role of Negotiating Styles
10 Preparing to Negotiate PART II 101 Tactics for Successful Negotiation Index of Tactics
Acknowledgments
Bibliography
Index
Introduction Why Another Book on Negotiation? The purpose of this book is to provide you with the skills and tools necessary to be a great negotiator who builds strong, lifelong, win-win relationships. The philosophy behind the approach used is that as a negotiator, you have an obligation to help your counterparts in negotiations come out winners. Why? Because very few negotiations are one-time affairs. With almost every product or service you purchase or sell, even if it's a car or a house, you have the opportunity to build a relationship that will benefit you and strengthen your ability to negotiate all life's outcomes. Think about it. If you are in sales, every negotiation that has a win-win outcome provides you with the opportunity to work with the buyer and the buyer's referrals for the rest of your life. When buying a product or service, most successful people consistently go to contacts they have made in past win-win negotiations because those contacts have resulted in strong relationships based on trust. You might ask, "But what about buying a car? Isn't that just a one-time negotiation?" Here lies the challenge: For years, car dealerships have treated selling cars as a one-time affair and, as a result, have left a bad taste in the mouths of car buyers. The reality is that there are some people who have bought two or three cars from the same car dealership and even the same salesperson. This type of relationship is ideal, since it can save both counterparts in the negotiation a lot of time, money, and aggravation. If you are trying to build a relationship, business, or career, you would be wise to figure out how to create win-win relationships. But if the goal is to create mutually beneficial relationships based on trust, why does the book place such emphasis on strategies and tactics? First, because not everyone you negotiate with will care about creating a win-win outcome. The "sharks" of this world want to win at all costs and could care less if you lose. Second, effective strategies and tactics help generate a number of options to enable both you and your counterpart to accomplish your goals. The more options you have, the more likely it is that you will be able to generate a win-win outcome. Finally, your counterpart will probably use strategies and tactics even if you don't, and the ability to recognize and counter them will enable you to bring the negotiation back to a level playing field. In most situations, strategies and tactics are critical to success. That's why we discuss them in great detail in the last section of this book. Note that when discussing negotiation, we have chosen to use the word "counterpart" rather than "opponent." How you view those you negotiate with has a lot to do with your ability to achieve successful outcomes. Looking at those you negotiate with as opponents tends to result in win-lose outcomes. On the other hand, approaching those you negotiate with as counterparts makes you feel a personal obligation to create success for both sides and tends to result in win-win solutions. Although great negotiators drive a hard bargain, most have the reputation of being both fair and trustworthy. When you have these qualities, people are willing to come back and renegotiate with you at a later date. This book will give you the skills and tools to be a win-win negotiator with a reputation for building effective, long-term relationships in which both counterparts come out winners. Copyright © 2003 by Peter B. Stark and Jane Flaherty
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