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The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation Paperback – September 9, 2003
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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.
Advance Praise for "The Only Negotiating Guide You'll Ever Need:
"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
"One of life's great success strategies is effective negotiation skills. This book is the blueprint for how to do it right!"
--Harry Paul, co-author of "FISH! A Remarkable Way to Boost Morale and Improve Results
"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
"Filled with practical, hands-on, how-to information that can be applied immediately. You can read a few pages in the morning and use the material to 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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Top Customer Reviews
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.
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!
Pham Thi Cuc Ha
iSphere Software Ltd.,