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

Publisher: Sterling Us
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Book Summary of Negotiate to Win!: Talking Your Way to What You Want

"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.

Details of Book: Negotiate to Win!: Talking Your Way to What You Want (BSID:69951)

Book Negotiate to Win!: Talking Your Way to What You Want
Author Patrick Collins
ISBN 1402761228
ISBN-13 9781402761225, 978-1402761225
Binding Hardcover
Publisher Sterling Us
Publishing Date Jan 2009
Number of Pages 164
Language English
Dimensions 8.46 x 6 x 0.73 inches
Weight 322 grams

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Daniel March 29, 2011 review from Goodreads

As with many new skills, negotiating takes courage. It's not normal to strategically seek out the best bargain for yourself. It takes an unshakeable confidence in yourself and this book helps you develop that alongside negotiating tips.

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