Praise for Practical Negotiating: Tools, Tactics & Techniques
"Practical Negotiating is an innovative, resourceful,
and-as its name implies-practical guide to the art and science of
negotiating. Unlike many books on negotiating, which are filled
with theories and anecdotes, this one is rich with examples,
tactics, and tips, which makes it the indispensable book when you
are going into any negotiation."
—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work
"There is something in this book for the most experienced
negotiator and the novice. Gosselin's no-nonsense prescriptions and
recommendations will hit home and give you new ideas for the most
difficult of negotiating situations. Anyone in the business world
will want this great bible of?effective negotiating right near
their desk and phone!"
—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay
"Gosselin has written a thoughtful, engaging, and practical
guide on a topic of increasing importance to leaders and
organizations. There is something here for anyone who wants to
learn how to deal more effectively with the inevitable conflicts
that occur in working with clients, customers, and
—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them
"Forget the image of negotiation being a battlefield.?Gosselin
guides you in the development of a road map so both sides become
winners and leave the table victorious. His writing is just like
his training-clear, concise, and practical. You can apply the
process immediately. A handbook for life, it's practical,
thoughtful, and insightful."
—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company
"Skip the workshops and buy Practical Negotiating. After
field-testing the content through decades of experience, Gosselin
has packed this useful book with processes that work and great
questions and worksheets that force the material to become real and
personal. Practical Negotiating will change your thinking
about negotiating, and more importantly, will change your behavior.
—Steve Hopkins, Publisher, Executive Times
"Gosselin is a most articulate and engaging businessman, and
this, coupled with a keen intellect and sharp observation of
behavior (and a great sense of humor!) make this a must-read. His
deep understanding of effective models of negotiation and their
practical application make him one of the leaders in this
—Keith G. Slater, former director of International Development, Ingersoll Rand
"This book is aptly titled as it provides the practical 'how to'
for planning and executing effective negotiations. It's rich with
examples, exercises, and reusable tools."
—Dr. Rita Smith, Dean, Ingersoll Rand University