Negotiate to Win!

Negotiate to Win!

Talking your Way to What You Want

Book - 2009
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Negotiation is not just a process, it’s an attitude?one that we all can learn. Patrick Collins, an internationally recognized expert on the subject, offers an original, comprehensive guide to maximizing negotiation skills, whether in a one-on-one encounter or a larger, more formal negotiating session.
Collins explains what negotiation is and isn’t (?negotiation is not confrontation”) and discusses ways to overcome the fear of negotiation, strategies for gaining the upper hand by manipulating the environment, and tactics tailored to negotiation type. What he offers is much more than just a guide to ?magic words” or a collection of case studies; Collins provides a hard-working handbook on assessing situations and pinpointing the appropriate techniques for any given circumstance. There’s great real-life advice, including details on how to negotiate at restaurants and hotels. The tips are often surprisingly, almost shockingly simple and logical?such as the suggestion to get in line behind a belligerent customer to boost your own chances for success. 
Readers will come away with a set of ?guerrilla negotiating” tactics, and a better understanding of:
? when to continue talking and when to walk away
? how to identify words that sabotage your best efforts
? how to identify cultural customs that will smooth the process
? how to bluff for maximum effectiveness
Each chapter concludes with ?key thoughts” that summarize the main lessons in the preceding pages.
Viewing negotiation as both science and art, Collins will help executives, managers, and almost anyone master the skills to have the upper hand in any situation.


Baker & Taylor
An expert in the field of business communication introduces an effective, easy-to-understand approach to the art of negotiation and persuasion that explains how to maximize negotiation skills in both one-on-one meetings and a formal negotiating session, with tips on assessing situations, avoiding self-sabotage, dealing with cultural customs, and more.

Publisher: New York : Union Square Press, [2009]
Copyright Date: ©2009
ISBN: 9781402761225
Branch Call Number: 658.4052 COLLI


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