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How to Win Any Negotiation Without Raising Your Voice, Losing Your Cool, or Coming to BlowsPublished in English, Korean, Russian, Spanish, Polish, and Chinese.
Related Info: Reviews & Quotes So You Want to Tilt the Playing Field Some will say that this book is a primer on how to be manipulative. More importantly, others will say this is a book about how not to be manipulated. The fancy footwork and magic moves for outgunning, outmaneuvering, and outnegotiating the other person are all here. So are techniques for developing life skills that will dramatically enhance your chances of professional success and personal satisfaction. Life today is highly competitive. More than ever, the name of the game is results. Authors, whether they be academicians or pin-stripe guerrillas, have responded in kind: There are hard-bargain books. But life is difficult and demanding enough without having to spend your days browbeating or bulldozing someone else to get the results you want. There are soft-touch books. But if you focus primarily on cooperation, you may be exploited in the process. A one-dimensional approach just doesn't cut it in today's supercharged business environment. Today's super negotiator is a problem solver who seeks hard-bargain results while using a soft touch. Many of the tips, tricks and tactics have been drawn from recent advances in the fields of psychology, linguistics, trial advocacy, sales, and management communications. They represent the cutting edge of the art of performance. Others I picked up from studying the world's master dealmakers—the Street and bazaar merchants of Bombay, Cairo, Istanbul, and Shanghai. It's all here—everything you need to know to be an impresario of influence or just one hell of a better negotiator. What They're Saying About How to Win Any Negotiation: This book was titled Power Plays when first published by Random House/ The book "is packed with relationship strategies that will connect you more persuasively and effectively with customers, employees, even competitors." Success magazine "Bob Mayer is a well-known Los Angeles attorney who has practiced for years in the thick of the toughest negotiating environments. ….What really sets this book apart is The Deal Maker's Playbook." This section lays out the broad outlines of many common and specific negotiating situations... You probably will benefit if you find yourself in one these situations in the near future: negotiating the purchase or lease of a new or used car, house, or appliance; and dealing with employers, cohabiters, soon-to-be spouses or ex-spouses, the IRS, landlords, and many other potential adversaries or collaborators." BookPage, America's book review magazine "Effective tips for effective negotiating. ….Mayer's view is to plan several moves ahead, making offers and counteroffers which will naturally lead to the other person's propensity to accepted your precalculated compromise proposal." Chicago Tribune "Imagine picking up a book that will, through simple examples, show you how to be a power person, a deal doer and a winner….Mayer provides the confidence to negotiate without fear, knowing that you're prepared for anything the opposition can throw your way." News-Herald Newspapers "We like the straightforward, no-nonsense style. Thanks for a valuable reference tool!" Small Business Opportunities magazine "He has negotiated for actors, authors, and athletes, in addition to corporate clients. Drawing on his experience ‘doing deals’ he offers his secrets here." Booklist magazine published by the American Library Association "Mayer describes intriguing ways to break a deadlock or come up with hard figures acceptable to both sides. …. He really finds his voice in the section he calls the 'Playbook', a list of 'tips, tricks and tactics' for negotiating discounts on appliances, surviving an I.R.S audit and much, much more." The New York Times A primary selection--Executive Book Club And here's what others had to say... "The ideal how-to-negotiate primer and a must-read for every dealmaker or dealmaker-to-be." Al Lapin, Jr., Founder, International House of Pancakes (IHOP); Past president, International Franchise Association. "No magic elixirs or mumbo jumbo; just straight-talking, easy-to-understand, easy-to-remember, and easy-to-use principles of persuasion and negotiation--secrets I've seen in action when Bob Mayer has successfully negotiated for me." David Crosby, singer/ "An important and most helpful book for everybody. It delivers more power to you!" Larry King, host, Larry King Live "Bob Mayer is a world-class negotiator who demystifies the art of getting what you want." Nolan Bushnell, known as the "Father Of The Video Game Industry" Table of Contents Part I Soft Touch: Finessing, Influencing, and Persuading Others 1 Winning Is a Mindset: The Great Wallenda Effect Winning begins with your inner self. 2 Linkage: The Stealth Factor Linkage strategies are relationship strategies designed to make it possible for you to lead and persuade. 3 Alignment: Soar Points Alignment techniques play against and harness the other person’s energy while establishing a pattern of agreement. 4 Needs: Making Your Ideas Irresistible In the quest to satisfy our psychological needs, we are guided by emotion rather than reason. It is this quest for satisfaction that energizes the persuasive process. 5 Control: How to Listen So People Will Talk and Talk So People Will Listen There is a quantum difference between speech and persuasion. Speaking is about giving out information. Persuasion is about getting through. It is about control. 6 Evaluation: Finders Keepers, Losers Beepers The right communication tactic may be to initiate a call or it may be to postpone a caller’s invitation to talk. And then it may be to send a fax. Or call a meeting. Or send a letter. 7 Reading: People Are an Open Book To be able to persuasively present your ideas and to prevent resistance you must read how the other person makes decisions. How they make sense of things. It may not be the same as how you make sense of things. 8 Lancer: Postcards from the Top You have won a nod of acceptance. But victories are fragile. The tactics for being a good winner now come into play. Part II Trouble Shooting: Settling for More 9 Finessing Hostility, Aggression, and Anger: Dancing in the Minefield People who are hostile, argumentative, or angry are unreachable. Standing up to irrational people is the norm. Finessing people who insist on being right rather than reasonable is the art. 10 Overcoming Rejection: Riding the Crest of a Slump Rejection is a negative response. But a response by definition means the lines of communication are open. 11 Running Through Walls: The Trying Game A stonewall mentality is much more difficult to manage than rejection. When you are stonewalled the lines of communication are slammed shut. 12 Finessing Worth, Value, and Share Differences: Waging Peace Worth, value, or share differences are sometimes best dealt with by negotiating an approach rather than negotiating a position. 13 Finessing People Who Would Rather Be Right Than Reasonable: Slow Squeezing Many disagreements are not so much about money as they are about fairness. Part III Hard Bargain: Winning When the Score Is Kept in Dollars 14 Analytics: Choice Points Will your negotiating strategy be overreaching or moderate? Will the tactics you choose be rigid or accommodating? 15 Relationships: Walking Between the Raindrops Analytic: The relationship you have or want to have with the other person will impact your negotiating goal. 16 Power: The Insurmountable Opportunities Factor Analytic: The relative balance of negotiating power will impact your negotiating goal. Understanding power is understanding what it is, how it is created, and how it is lost. 17 Basic Training: Bombs-Away Bargaining and White-Knuckle Horse Trading Playing for keeps. The art and psychology of the rough and tumble, the down and dirty. 18 Mind Tricks: The Squish Factor Manage how the other person feels about themselves and you manage how effectively they will negotiate against you. 19 Sliders and Curves: Hold-On-to-the-Roll-Bar Negotiating Some tactics just aren’t as pretty as others. 20 Timing, Tempo, and Turbocharging: Making Time Your Ally Time can be your worst enemy or your best ally.
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