Synopses & Reviews
Negotiation is an essential element of almost all of our interactions—personally and professionally. Simply put, those who don’t negotiate well risk falling victim to those who do.
Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to:
• Utilize the six key negotiating styles
• Harness the power of emotion in hammering out agreements
• Use time to your advantage
• Prepare like a pro and enter any negotiation from a position of strength
• Gain clarity on areas of agreement and disagreement
• Know when and how to walk away
• And much more.
Packed with Tracy’s trademark wisdom, this portable book keeps the power of expert negotiation close at hand.
Review
"A new multi-volume series of pocket-sized, hardbound books interweaves nuggets of wisdom from Tracy with engaging real-life examples and practical tools, tactics and strategies." --Sales & Marketing Management
Synopsis
Negotiation is an essential element of almost all of our interactions-personally and professionally. It's part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don't negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: * Utilize the six key negotiating styles * Harness the power of emotion in hammering out agreements * Use time to your advantage * Prepare like a pro and enter any negotiation from a position of strength *Gain clarity on areas of agreement and disagreement * Develop win-win outcomes * Use the power of reciprocity * Know when and how to walk away * Apply the Law of Four * Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy's trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.
About the Author
BRIAN TRACY (Solana Beach, CA) is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.
Table of Contents
CONTENTS
Introduction 1
1 Everything Is Negotiable 5
2 Overcome Your Negotiation Fears 9
3 The Types of Negotiating 14
4 Lifetime Business Relationships 19
5 The Six Styles of Negotiating 24
6 The Uses of Power in Negotiating 29
7 Power and Perception 32
8 The Impact of Emotions on Negotiation 36
9 The Element of Time in Decisions 40
10 Know What You Want 45
11 The Harvard Negotiation Project 48
12 Preparation Is the Key 51
13 Clarify Your Positions—and Theirs 56
14 The Law of Four 61
15 The Power of Suggestion in Negotiating 66
16 Persuasion by Reciprocation 71
17 Persuasion by Social Proof 76
18 Price Negotiating Tactics 80
19 The Walk-Away Method 85
20 Negotiations Are Never Final 89
21 The Successful Negotiator 93
Index 99
About the Author 103