Description

The Essential Guide to the Power of Persuasion. Most people think of negotiating as something we do when we are making a big deal for a high-powered contract. But the truth is, we all do it every day. We negotiate deadlines and sales, purchases and relationships, in our roles as employee, manager, and salesperson. Yet a lot of negotiating books are theory-based and lack the practical tools that help us know, “If he says no, what do I say next?” In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion in a series of straightforward, entertaining, and highly effective methods. They make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. The heart of the book is the 101 Winning Tactics. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. One manager calls this section of the book “virtually a stand-alone primer for any would-be negotiator.” Try the classic “Is That Your Best Offer?” tactic, which gets you an instant concession. Or the gutsy “YIKES! You’ve got to be kidding!”, which can lead your counterpart to drop a bluff. Whether it’s Appealing to Mother Teresa, “I Feel Your Pain,” or These Boots Are Made for Walking, all 101 tactics are so accessible and empowering that you will find yourself using them immediately–and maybe not just at work. Stark and Flaherty also address the three types of negotiators, the secrets of nonverbal communication and the rules of time, information and power. The Only Negotiating Guide You’ll Ever Need is a life-changing book that puts a new world of rewards within easy reach.