Negotiate to Win!: Talking Your Way to What You Want

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Sterling Publishing Company, Inc., 2009 - Business & Economics - 164 pages
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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.

 

 

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Contents

Introduction
1
Discovering the Real Meaning of Negotiation
7
Guerrilla Negotiation Tactics
17
Basic Training for Negotiators
27
People Management in Negotiations
39
Managing the Negotiation Environment
55
The Language of Negotiation
73
Listen and Learn
89
Advanced Negotiation Tactics
101
Negotiation Countermeasures
117
CrossCultural Negotiations
131
When Negotiations Fail
145
The Ten Commandments of Negotiation
153
Acknowledgments
160
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About the author (2009)

Patrick Collins is President of Power Communication Strategies and has lectured and conducted seminars worldwide on negotiation and other communication topics. He is a Professor of Communications and a Department Chair at John Jay College of the City University of New York. His previous book, Speak with Power and Confidence, was named one of the 30 best business books of 1998 by Executive Summaries when it was originally published by Prentice-Hall. 

For more information, please see http://patrickjcollins.com/

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