The Streetsmart Negotiator: How to Outwit, Outmaneuver, and Outlast Your Opponents

The Streetsmart Negotiator: How to Outwit, Outmaneuver, and Outlast Your Opponents

The Streetsmart Negotiator: How to Outwit, Outmaneuver, and Outlast Your Opponents

The Streetsmart Negotiator: How to Outwit, Outmaneuver, and Outlast Your Opponents

Synopsis

"To win at the game of business, you've got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world's top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. You'll learn how to:

• plan an agenda

• analyze the other party

• avoid falling for typical persuasion tactics

• counter negative moves

• package proposals that generate movement

• effectively exchange concessions

• close the toughest of deals.

Featuring a proven seven-step model of real-world negotiation strategies, this straightforward, easy-to-understand book gives you the edge you need to win at the bargaining table."

Excerpt

Before I started writing this book I drew up a list of the features I believed a negotiation field guide should contain.

First and foremost a negotiation field guide has to be practical. a handbook must not only be interesting, it must be useful. the tips, techniques and strategies should have been field tested and the examples drawn from real life.

A handbook must be user-friendly. Information must be readable and easily accessed. the test of a good handbook is how fast you can access the information you’re searching for. a user friendly handbook has a comprehensive list of contents, a good index, lots of subheadings, checklists of key points, and is attractively designed.

However, while effective handbooks are simple to follow, they are never simplistic. Negotiation is a complex subject which takes time to master. Authors who reduce the subject to four or five key commandments or principles do their readers a disservice.

A negotiation handbook whose goal is to help readers become better negotiators must focus on the skills it takes to become a top negotiator. Anyone who has run skill-based negotiation seminars knows it is not enough to tell participants to ask questions and actively listen. You also have to show them how to question and listen. An effective negotiation handbook must do the same.

The central thrust in any negotiation handbook should be on how to facilitate win-win negotiations. This is not simply a matter of ethical prefer-

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