Practical Negotiating: Tools, Tactics & Techniques

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John Wiley & Sons, Aug 17, 2007 - Business & Economics - 240 pages
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Praise for Practical Negotiating: Tools, Tactics & Techniques

"Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."
—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work

"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!"
—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay

"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."
—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful."
—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."
—Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."
—Keith G. Slater, former director of International Development, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."
—Dr. Rita Smith, Dean, Ingersoll Rand University


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Chapter 1 The Need for Negotiation
Chapter 2 Wants and Needs
Chapter 3 Setting Objectives and Determining Positions
Chapter 4 Currencies and Concessions
Chapter 5 Power in Negotiation
Chapter 6 Negotiation Model Stages with Critical Tasks
Chapter 7 Negotiation Styles and Key Skills
Chapter 8 WinWin Tactics
Chapter 10 Tactical Orientation
Chapter 11 Special Negotiation Situations
Chapter 12 Putting It All Together
Appendix A Negotiation Style Survey
Appendix B Practical Negotiating Planning Guide

Chapter 9 Adversarial Tactics and Countertactics

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About the author (2007)

Tom Gosselin is a consultant and instructor with more than twenty years of experience training executives, managers, and salespeople. He is a member of the National Speakers Association and his corporate clients include Philips, MCI, and ExxonMobil Research & Engineering, among others. For more information, visit

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