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In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, outline specific and proven tactics of persuasion. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving students the tools and knowledge that they can put to use right away.
From the classic 'Is That Your Best Offer?' to Moving the Goalpost to dozens of other approaches, each tactic is outlined on a single page, with a clever and memorable name, an example of how to use it, and suggested counter tactics. Other important chapters address the three types of negotiators (sharks, carps, and dolphins) along with nonverbal communication and the rules of time, information, and power.
The Only Negotiating Guide You’ll Ever Need ultimately moves beyond theory and presents concrete advice, in a jargon-free manner, through practical and easy-to-follow techniques.
“A must-read for anyone who wants to build a reputation as a negotiator people love to do business with.”
--Kevin Freiberg, author of NUTS! Southwest Airlines’ Crazy Recipe for Business and Personal Success
“You can read a few pages in the morning and . . . close a sale by noon.”
--Gerhard Gschwandtner, Publisher, Selling Power Magazine
“I have six books on negotiation in my bookcase. This one is the best!”
--Janice Duis-Lampert, Director, Ralston Purina
“One of life’s great success strategies is effective negotiation skills. This book is the blueprint for how to do it right!”
--Harry Paul, co-author of FISH! A Remarkable Way to Boost Morale and Improve Results