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Negotiate to Win: The 21 Rules for Successful Negotiating Hardcover – September 6, 2005
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Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we're uncomfortable with it, yet we feel cheated when we don't get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to masters of negotiation, Japan tops the list. Thomas explains that the American way of logic and reasoning is persuasion, not negotiation, and you can persuade until you're blue in the face and still get nowhere. The art of negotiation is allowing your counterpart (don't think of them as your "opponent") to save face, which means always giving some concessions to get what you really want. "Beating" your colleague is not a way to create long-term relationships, but a "win-win" solution is. Thomas presents 21 powerful rules of negotiating, plus gives "Quickies," specific tips on how to negotiate with your boss, spouse, child, car dealer, contractor, and more. Inspiring. David Siegfried
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“The only negotiating book you’ll ever need. It’s required reading for anyone who wants the edge in negotiating.” (June Blocklin, Vice Chairman, Young & Rubicam)
“Jim Thomas offers keenly practical guidance on how folks like you and me can become successful negotiators.” (Mike Matz, Executive Director, Campaign for America's Wilderness)
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Top customer reviews
A must read!
Well, this is the one. Anything else is less clear and and may even muddy the waters. This book gives you the meta-program of negotiating, so that you understand the dynamics of what you will be doing. Really, get this one first, and you'll see that you don't need anything else.
It gives you rules of negotiating in layers of importance, and you come to see how it all makes sense, and why people behave the way they do in negotiations. Understanding gives you courage, and instead of learning 'tips' of negotiating, you actually learn negotiation. Trust me on this one, this is a smart book.
Most recent customer reviews
If you want to learn to negociate this is the book to get.