112 Ways to Succeed in Any Negotiation or Mediation: Secrets from a Professional Mediator

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Author House, Jun 8, 2009 - Law - 236 pages
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Everybody negotiates, even if they don’t realize it.  The problem is that most people don’t know how to negotiate effectively. 

 

In this book, you will learn powerful techniques that have been successfully used in real-world negotiations to get the maximum results in any negotiation.  112 Ways to Succeed in Any Negotiation or Mediation will turbo-charge your negotiating skills regardless of your experience and will help to put more dollars in your pockets because you will make better deals. 

 

112 Ways to Succeed in Any Negotiation or Mediation takes you through all aspects of negotiating from the before the negotiation to closing the deal.  You will learn many proven and little known secrets in social science that can make the difference between a good deal and a great deal!  You will discover:

 

•     How to make an opening offer

•     When to negotiate

•     What to do during negotiations

•     What barriers exist to successful negotiations

•     Why the location of negotiations matters

•     Ten most common mistakes made in negotiations.

 

And 112 Ways applies to every negotiation regardless of size or environment:

 

•     Businesspeople can use it to increase their bottom line

•     Lawyers can negotiate better terms for their clients

•     Salespeople can strike better deals

•     Any person can learn to communicate and negotiate every aspect of life better
 

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Contents

Before The Other Side Perceives A Negotiation Spy
5
Have A Game Plan
11
Know Your Case
17
Barriers To Effective Communication
23
Wargame The Negotiation
30
Perception Is Power
35
Negotiating Styles
43
Pragmatic Style
49
A Picture Is Worth A Thousand Words
121
Demonstrate That The Other Side Has Something
126
Care But Not Too Much
132
Ask Questions
138
Tap Into Your Sixth Sense
145
Separate The Client From The Representative
151
Make The Other Sides Representative Look Good
157
You Both Must Have Trust In The Mediator
163

Amiable Accommodating Style
55
Are You Hindering The Process?
61
Negotiating Chips
68
Establish Initial Commitments
75
Consider Your Proposal From Your Opponents Perspective
79
Ask The Other Side To Commit To Something You Know
86
What If
92
Maintain Limited Authority
100
Good CopBad Cop
107
If Its Important Enough To Do Do It In Person
114
Consider Asking The Mediator To Make A Mediators Proposal
170
Let The Mediator Explain The Reality of the situation
174
Put It In Writing
181
The AfterParty
187
Ten Common Mistakes Made In Negotiation
193
Believing That Your Wishes Will Change Their Actions
200
Rushing The Process Being Impatient
206
Additional Reading And Resources
213
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About the author (2009)

Steven G. Mehta is one of California’s premier award-winning attorney mediators thanks to his work in helping resolve disputes in a variety of types of civil litigation. Steve has been successfully mediating complex cases since 1999. He has been repeatedly selected by his peers as a “SuperLawyer” in the field of mediation and has been selected as one of the “Best Lawyers in America” in the field of mediation. His unique ability to understand the human process and the complex emotional issues involved in negotiations enables him to effectively assist the parties in obtaining the best possible results during mediation.

 

Steve is well known and respected as being a fair and neutral mediator who works hard at trying to obtain a favorable resolution for both sides. Lawyers who have worked with Steve have described him as “knowledgeable, patient, and creative,” “outstanding,” a “very capable mediator,” a “miracle worker,” and as having a “friendly and professional demeanor.”

 

Steve has taught thousands of lawyers and businesspeople to negotiate better. His courses are highly sought after and often sold out.

 

He is the coauthor of the California State Bar’s book Opening a Law Office.

 

Steve specializes in resolving very difficult and emotionally complex or charged cases. He can be reached through his website at www.stevemehta.com.

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