From Publishers Weekly
The act of negotiating-particularly when it comes to purchases and salaries-is enough to make many readers panic and grit their teeth, hoping the person they're dealing with has their best interests at heart. Stark, who runs a management consulting firm, and Flaherty, a senior consultant for Stark's company, offer this helpful guide to arm beginners and refine experienced negotiators. The first half of this comprehensive, inspiring book deals with the concepts and psychology behind the art of negotiating, and includes a self-assessment test for readers to gauge their existing skill level. The authors emphasize the importance of having the right attitude and aiming for a win-win situation rather than the other three possible outcomes: lose-lose, win-lose or no outcome. The book's strongest portion is its second half, which supplies 101 concrete tactics for getting yourself the best deal and counteracting those who are seeking concessions from you. One can't help but wonder what would happen if everyone read this book-people from both sides would be too savvy for either to get a good deal.
Copyright 2003 Reed Business Information, Inc.
From the Inside Flap
The Essential Guide to the Power of Persuasion
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. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. 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. All 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work.
?This is a handbook for negotiating your way through life. Whether you are negotiating a big deal or dinner plans with a friend, this book will be invaluable to you. Read it today!?
--
Jack Canfield, author of
Chicken Soup for the Soul
?A must-read for anyone who wants to build a reputation as a negotiator people love to do business with.?
--
Kevin Freiberg, author of
NUTS! Southwest Airlines? Crazy Recipe for Business and Personal Success
?You can read a few pages in the morning and . . . close a sale by noon.?
--
Gerhard Gschwandtner, Publisher,
Selling Power Magazine
?I have six books on negotiation in my bookcase. This one is the best!?
--
Janice Duis-Lampert, Director, Ralston Purina
From the Trade Paperback edition.
--This text refers to an out of print or unavailable edition of this title.
