Description
Here is an arsenal of ideas designed to help people reach their objectives in business or personal transactions. They apply to any situation that calls for bargaining -from buying a house or car, or resolving a conflict with the land- lord to the selling of goods and services, or the settling of a difference of opinion with customers you value. These negotiating strategies and tactics work. They have been time-tested for centuries. In the light of modern psychology and business we can now understand the subtleties of negotiation and need not rely on intuition alone.
This practical guide describes over 200 strategies and tactics, tells how and why they work and how to defend yourself against them.
You'll learn how to set realistic targets, how to use time in your favor, how to win with kindness, how to cope with emotional out- bursts and personal attacks, how to make ignorance work for you. The book warns you about good guy-bad guy tactics, the bogey tactic, the hostage tactic, the es- calation tactic; about the missing- man maneuver, shyster tactics, phony offers, and the take-it-or- leave-it tactic. It shows you how disorder can work against you, how skepticism pays, and how to make a concession that gives away nothing.
ISBN:0690005660
