You are previewing Negotiate to Win.
O'Reilly logo
Negotiate to Win

Book Description

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!

Table of Contents

  1. Cover
  2. Title Page
  3. Contents
  4. Acknowledgments
  5. Introduction
  6. Part One
    1. Chapter 01
    2. Chapter 02
    3. Chapter 03
    4. Chapter 04
    5. Chapter 05
  7. Part Two
    1. Chapter 06
      1. Rule 1: No free gifts! Seek a trade-off (“OK, if…”) for each concession you make.
      2. Rule 2: Start high.
      3. Rule 3: Follow a dramatic initial concession with sharply diminishing concessions.
      4. Rule 4: Krunch early and often.
      5. Rule 5: Never settle issues individually. Settle all issues as a package—only as a package—at the end. 100
      6. Rule 6: Conclude with a nibble.
      7. Rule 7: Keep looking for creative(high value–low cost) concessions to trade.
    2. Chapter 07
      1. Rule 8: Do your homework.
      2. Rule 9: Keep the climate positive.
      3. Rule 10: Never assume that an issue is non-negotiable just because the other side says it is. In reality, almost everything is negotiable.
      4. Rule 11: Never accept the other side’s first offer.
    3. Chapter 08
      1. Rule 12: Start slowly.
      2. Rule 13: Set a complete agenda.
      3. Rule 14: Discuss the small things first.
      4. Rule 15: Be patient.
      5. Rule 16: Use/beware the power of legitimacy.
      6. Rule 17: Keep your authority limited. Try to negotiate against people with higher authority.
      7. Rule 18: Consider using good guy–bad guy.
      8. Rule 19: Try to have the other side make the first offer.
      9. Rule 20: Keep your team small and under control.
      10. Rule 21: Try to have the other side travel to you.
    4. Chapter 09
  8. Part Three
    1. Chapter 10
    2. Chapter 11
    3. Chapter 12
      1. 1. What if the other side won’t negotiate?
      2. 2. What if the other side is difficult or sensitive?
      3. 3. How do you negotiate with children?
      4. 4. How do you negotiate with your boss?
      5. 5. How do you negotiate your salary?
      6. 6. How do you negotiate your termination and severance?
      7. 7. How do you negotiate a house purchase?
      8. 8. How do you get the best deal on a car?
      9. 9. How do you negotiate with airlines?
      10. 10. How do you negotiate with hotels?
      11. 11. How do you negotiate with rental car companies?
      12. 12. How do you negotiate with retail stores?
      13. 13. How do you negotiate with lawyers?
      14. 14. How do you negotiate with doctors?
      15. 15. How do you negotiate with contractors?
      16. 16. How do you negotiate with auto mechanics?
    4. Chapter 13
    5. Chapter 14
  9. Searchable Terms
  10. About the Author
  11. Credits
  12. Copyright
  13. About the Publisher