Book

Thomas, Jim, 1949-

Negotiate to win : the 21 rules for successful negotiation / Jim Thomas.

1st ed.

New York : Collins, ©2005.

xvi, 304 pages ; 22 cm

Negotiation is one skill everyone needs in order to get more of what they want---to sell more, to keep costs down, to manage better, to strengthen relationships---to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating, including: * The 21 rules of successful negotiating---and how to defend against them! * "Quickies"--Specific tips on how to successfully negotiate with bosses, children, car dealers, contractors, auto mechanics, and many others * Why Americans are among the worst negotiators on Earth * How to overcome your natural reluctance to bargain * Why win-win negotiating is so vital * How to thoroughly prepare for your negotiations * How to deal with counterparts who intimidate or harass you * How to negotiate ethically---and deal with those who don't * How to negotiate more successfully across cultural lines * Thomas's Truisms---50 memorable negotiating maxims * The psychology of negotiating, historical illustrations, day-to-day applications, and much, much more!

Negotiation.

Includes bibliographical references and index.

Part One: The world is a big blue bargaining table -- Haggling is hot -- Trashing the hallowed halls of haggling -- Why Johnny and Janey can't negotiate -- Concessions speak louder than reasons -- Win-win negotiating -- Part Two: The 21 rules of negotiating -- The critical rules. Rule 1: No free gifts! Seek a trade-off ("OK, if ... ") for each concession you make. Rule 2: Start high. Rule 3: Follow a dramatic initial concession with sharply diminishing concessions. Rule 4: Krunch early and often. Rule 5: Never settle issues individually. Settle all issues as a package---only as a package---at the end. Rule 6: Conclude with a nibble. -- Rule 7: Keep looking for creative (high value-low cost) concessions to trade -- The important but obvious rules. Rule 8: Do your homework. Rule 9: Keep the climate positive. Rule 10: Never assume that an issue is non-negotiable just because the other side says it is. In reality, almost everything is negotiable. Rule 11: Never accept the other side's first offer -- The nice to do rules. Rule 12: Start slowly. Rule 13: Set a complete agenda. Rule 14: Discuss the small things first. Rule 15: Be patient. Rule 16: Use/beware the power of legitimacy. Rule 17: Keep your authority limited. Try to negotiate against people with higher authority. Rule 18: Consider using good guy---bad guy. Rule 19: Try to have the other side make the first offer. Rule 20: Keep your team small and under control. Rule 21: Try to have the other side travel to you.-- Putting it all together -- Part Three: The practice of negotiating -- Ethics -- International negotiating -- Quickies. 1. What if the other side won't negotiate? 2. What if the other side is difficult or sensitive? 3. How do you negotiate with children? 4. How do you negotiate with your boss? 5. How do you negotiate your salary? 6. How do you negotiate your termination and severance? 7. How do you negotiate a house purchase? 8. How do you get the best deal on a car? 9. How do you negotiate with airlines? 10. How do you negotiate with hotels? 11. How do you negotiate with rental car companies? 12. How do you negotiate with retail stores? 13. How do you negotiate with layers? 14. How do you negotiate with doctors? 15. How do you negotiate with contractors? 16. How do you negotiate with auto mechanics? -- Concluding thoughts -- Thomas's truisms.

Contributor biographical information

Publisher description

2005045711

0060781068

9780060781064

58451733

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0

1

799463

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158.5 Thomas