Negotiate to Win: The 21 Rules for Successful Negotiating

From Booklist
Americans as a whole are really bad at negotiating. We find haggling to be beneath us and we're uncomfortable with it, yet we feel cheated when we don't get the best deal possible. World-class negotiator, author, and attorney Thomas takes his cues from cultures where negotiating is celebrated as an art. While India or the Middle East may come to mind, when it comes to masters of negotiation, Japan tops the list. Thomas explains that the American way of logic and reasoning is persuasion, not negotiation, and you can persuade until you're blue in the face and still get nowhere. The art of negotiation is allowing your counterpart (don't think of them as your "opponent") to save face, which means always giving some concessions to get what you really want. "Beating" your colleague is not a way to create long-term relationships, but a "win-win" solution is. Thomas presents 21 powerful rules of negotiating, plus gives "Quickies," specific tips on how to negotiate with your boss, spouse, child, car dealer, contractor, and more. Inspiring. David Siegfried
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June Blocklin, Vice Chairman, Young & Rubicam
"…The only negotiating book you’ll ever need. It’s required reading for anyone who wants the edge in negotiating."

Mike Matz, Executive Director, Campaign for America's Wilderness
"Jim Thomas offers keenly practical guidance on how folks like you and me can become successful negotiators."

June Blocklin, Vice Chairman, Young & Rubicam
"The only negotiating book you’ll ever need. It’s required reading for anyone who wants the edge in negotiating."

Book Description

Here's the ultimate working handbook of negotiating, written with humour, irreverence, and simplicity by a superstar negotiator and beloved negotiating coach.
How to get the best deal every time!

Negotiate to Win is a shot of double espresso for a tired publishing category. Unlike most other negotiating books, it is written by the consummate practitioner, an internationally admired negotiating superstar who loves to communicate and teach, who is passionate about negotiating in every aspect of life, and wickedly clever about our American reluctance to negotiate and how to overcome it. Negotiate to Win has one goal–to immediately and meaningfully improve readers' negotiating skills. It delivers its message in clear, straightforward steps and lively, conversational language. Jim Thomas knows just the right images, details, examples, and anecdotes to drive home his points.

Negotiate to Win is fun to read. The author's lively, irreverent, and warm humour energizes every page, and inspires readers to learn and remember its principles. Negotiate to Win is reader-friendly, combining a pithy overview of the cultural and business realities of negotiating, Thomas' 21 rules of successful negotiating, scenarios for getting the best deal in different everyday situations, and a list of Thomas' Truisms of negotiating wisdom.

Negotiate to Win is comprehensive, but it doesn't waste the reader's time with lengthy theoretical discussions. Its mission is to extract the small handful of techniques that actually work from the vast, weedy thicket of negotiating bromides, clichés, theories, and folklore, and to make those techniques intelligible and useful to the reader. The book drives home the importance of reaching long-lasting mutually beneficial solutions for the negotiator and her counterpart.






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Discover the Power
Of Better Negotiating

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!