Complete Negotiator [Abridged, Audiobook] [Audio CD]

Gerard Nierenberg (Author, Reader)

Book Description

Publication Date: April 1, 1992

From the bestselling author of How to Read a Person Like a Book and The Art of Negotiating, the definitive audio program on negotiating...

The Complete Negotiator

featuring the author

Gerard I. Nierenberg

Known as the father of contemporary negotiating, Gerard I. Nierenberg has taught top executives across the country how to come out of their business deals as winners. The Complete Negotiator features the same negotiation strategies that will help you to:

• Create a climate of agreement to get the other person thinking yes

• Anticipate your opponent's every move

• Use 14 key negotiating strategies

• Recognize and deflect your opposition's moves

• Transform demands into problems requiring solutions

• Create a lasting victory by also letting the other side gain

And essential and highly informative tool for anyone in any business, The Complete Negotiator will turn even the weakest dealmakers into great communicators.

Product Details

• Audio CD
• Publisher: Simon & Schuster Audio; Abridged edition edition (April 1, 1992)
• Language: English
• ISBN-10: 0743544765
• ISBN-13: 978-0743544764
• Product Dimensions: 5.3 x 5.8 x 1 inches
• Shipping Weight: 4 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #2,495,691 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Uses Maslow's Hierarchy of Needs as a Basis for Negotiation, December 27, 2009

By 

William Bagley (Ashland, Oregon) - See all my reviews
(REAL NAME)   

This review is from: The Complete Negotiator (Hardcover)

The author is about the only communication specialist, business, sociological, interpersonal, or psychological that I know that uses Maslow's hierarchy of needs as a basis for negotiation. I feel this idea, by itself, is really brilliant. Translated into the business world it means that any successful deal, especially in the long term, must meet the basic needs of both groups. Listening to identify these needs is important and then negotiating to meet these needs is essential. There are five basic levels of needs, physiological (survival), safety/security, love and belonging, esteem, and self actualization (creative). We tend to move up the scale of needs as each lower need is satisfied. This can be seen in a conversation if we learn to look for the cues. I have read a lot of communication books, many of them are valuable, but this particular piece is a very big key and this author shares it.