Review
The Power Of Negotiating reveals and explains to the reader persuasion secrets and strategies of top negotiators and sales professionals in clear, concise language. The Power Of Negotiating teaches use of these techniques to get more out of both personal and professional life situations and choices. Learning how to properly and effectively use, recognize and respond to any of these techniques can result in a tangible savings of hundreds, even thousands, of dollars -- not to mention enhancement of fiscal and commercial opportunities. The Power Of Negotiating includes knowing when everything depends on a "Higher Authority"; taking a "Detour" without getting lost; the "Good Guy - Bad Guy" technique; the "Limbo" (how low can you go?); sending up (and shooting down) the "Trial Balloon"; the power of "Walking Away"; getting past "The Gate Keeper"; ducking the "Shotgun"; the "Trade-off Principle"; the "Written Advantage"; "The Decoy and the Dead Fish"; who can resist the "Puppy Dog Close?"; "Splitting the Difference" and how to do it right; "Sell Cheap, Get Famous"; "Time Pressure" (everybody is under it); booking passage on "Noah's Ark"; and "Silence" can be golden. The Power Of Negotiating is a practical, directly applicable, step-by-step guide through the five steps of each negotiation whose seven rules on becoming a successful negotiator and thirty-two negotiating tactics make this "must reading" for anyone in business, nonprofit service organizations, or politics! The advice on reading between the lines in terms of body language and dealing with different personality styles is especially novel and insightful. Highly recommended! -- Midwest Book Review
