Description
Negotiation is not just a process, itโs an attitudeโone 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 isnโt (โnegotiation is not confrontationโ) 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 โmagic wordsโ or a collection of case studies; Collins provides a hard-working handbook on assessing situations and pinpointing the appropriate techniques for any given circumstance. Thereโs great real-life advice, including details on how to negotiate at restaurants and hotels. The tips are often surprisingly, almost shockingly simple and logicalโsuch 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 โguerrilla negotiatingโ tactics, and a better understanding of:
โข when to continue talking and when to walk away
โข how to identify words that sabotage your best efforts
โข how to identify cultural customs that will smooth the process
โข how to bluff for maximum effectiveness
Each chapter concludes with โkey thoughtsโ 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. ISBN:9781402761225
