Academic journal article Career Planning and Adult Development Journal


Academic journal article Career Planning and Adult Development Journal


Article excerpt

Negotiation, by Brian Tracy. 2013. New York, NY: AMACOM. 102 Pages. Hardback. $9.95

Negotiation, the second book in the Brian Tracy Success Library, is a pocket-sized guide containing twenty-one ideas for becoming a winning negotiator. It is appropriate reading for anyone preparing to negotiate a business deal. As the author points out, even little children negotiate using hugs as currency. As we grow into adulthood, this skill becomes increasingly critical to cultivating relationships, resolving conflicts, and achieving solutions for our clients, our companies or non-profit organizations, and ourselves.

Brian Tracy summarizes, "Your success in business and in life will be determined by your ability to negotiate." Written in a down-to-earth, conversational style, Brian Tracy weaves nuggets of wisdom and engaging real-life examples with practical tools, tactics, and strategies. You can use this concise book to quickly learn:

* Why everything is negotiable and how to overcome their negotiation fears.

* How to excel at long-term negotiating and create a foundation for lifetime business relationships.

* The six styles of negotiating-win/lose, lose/win, lose/lose, compromise, no-deal, and win/win-and how to choose the right style for their desired result.

* The uses of power in negotiating-including the power of preparation and the power of empathy, as well as the power of authority.

* The strength of suggestion in negotiation and the key to persuasion by reciprocation.

* Why negotiations are never final and how to know when to walk away.

* The core qualities and four best practices of a successful negotiation. …

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