The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation (Paperback)

~ (Author), Jane Flaherty (Author) "What do you think of when you hear the word "negotiation"?..." (more)
Key Phrases: electronic shark, deal point, most effective counter, Ever Need, Higher Authority, Trade-off Concession (more...)

Editorial Reviews

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.

Product Description

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

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Product Details

• Paperback: 240 pages
• Publisher: Broadway; 1 edition (September 9, 2003)
• Language: English
• ISBN-10: 0767915240
• ISBN-13: 978-0767915243
• Product Dimensions: 8.2 x 5.4 x 0.6 inches
• Shipping Weight: 8 ounces (View shipping rates and policies)
• Average Customer Review: 4.6 out of 5 stars  See all reviews (10 customer reviews)
• Amazon.com Sales Rank: #260,569 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

23 of 24 people found the following review helpful:

5.0 out of 5 stars Very good book, September 29, 2003

By	Michael Bird (Yorba Linda, CA United States) - See all my reviews (TOP 1000 REVIEWER)    (REAL NAME)

If you are in sales, get this book. If you are in management, get this book. If you have to go and buy a car, and you want to be able to hold your ground on the buyers side of the table, buy this book.

There is plenty of common sense here, some of the techniques will be old hat to some, but there is always something to learn or get better at, so for those that work in a business environment especially a selling position, this is a good book to go through and sharpen your skills with.

The first part of the book gives examples and definitions. It explains what the authors find as good negotiating and bad negotiating. There are tips ranging from understanding body language to understanding clues given by the other party, tips about questions and tips about location, information, using third parties, working in groups or alone and many other topics.

The second part of the book has the "101 ways to win every time". Basically it involves giving a brief description of a type of negotiating, a skill or technique, and the counter to this technique if it is used on you. They take about a page and are quick reading.

This is definitely a book worth owning and reviewing from time to time.

11 of 11 people found the following review helpful:

5.0 out of 5 stars Best book on negotiation I have ever read!, December 8, 2004

By	Kent T (Elmhurst, IL) - See all my reviews

Negotiation is a major part of my day-to-day job and recently I was completely "out negotiated" by the manager of a printing company in our area. It was still a 'win-win' but I conceded more than I needed to without gaining anything in return.

As a result, I thought I better sharpen my skills and bought this book after it was recommended to me.

The ONLY Negotiating Guide You'll Ever Need is great! Not only did I finish it in a single day, but I was amazed that I saw word-for-word several of the tactics that had been used by the printing company manager (and many other decision makers over the last 10 years!).

Next time I will be ready!

8 of 8 people found the following review helpful:

5.0 out of 5 stars Content Fits the Title, September 22, 2003

By	Kevin Freiberg (San Diego, CA USA) - See all my reviews (REAL NAME)

Loaded with meaty content and practical strategies that are bound to improve any executive's negotiating skills in a variety of situations. The examples are relevant and are easy to understand. I wished I would've read it ten years ago. I would've made fewer mistakes and increased the number of successful outcomes I've negotiated for our business. If you're looking for a practical guide with a lot of take-away value, this book delivers the goods.