Book descriptionNegotiation impacts every aspect of our lives, from the deals we strike on the job, to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiating—it makes them uncomfortable, nervous, even frightened. This plague of negotiaphobia is what Don Hutson and George Lucas are here to remedy.
Hutson and Lucas tell the tale of Jay Baxter, who sells more than anyone else in his company but finds himself in trouble because his profit margins are so slim—he's giving too much away to close the deal. Enter the One Minute Negotiator, who teaches him a three-step negotiating process that not only helps him make more profit per sale but can be applied anywhere, on the job or off.
The key to the process is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. But no two negotiations are alike—one strategy cannot fit all. The One Minute Negotiator teaches you four viable strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side.
Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You'll never walk away thinking about what you should have asked for or might have gotten. Instead, with the tools Hutson and Lucas provide, you can confidently and consistently guide any negotiation to the best possible conclusion.
Table of contents
- Cover Page
- Title Page
- Copyright Page
- CHAPTER 1 I Have Negotiaphobia?!
- CHAPTER 2 Moonlight Reflections and Midcourse Corrections
- CHAPTER 3 The EASY Process for Treating Negotiaphobia
- CHAPTER 4 Engaging the Treatment Process
- CHAPTER 5 Assessing Your Tendencies
- CHAPTER 6 Assessing the Tendencies of Others
- CHAPTER 7 Strategizing: One Size Does Not Fit All
- CHAPTER 8 Your One Minute Drill in Practice
- Epilogue: One Year Later
- The One Minute Negotiator Handy Glossary
- About the Authors
- Title: The One Minute Negotiator
- Release date: August 2010
- Publisher(s): Berrett-Koehler Publishers
- ISBN: 9781605096209
You might also like
HBR's 10 Must Reads on Managing People (with featured article “Leadership That Gets Results,” by Daniel Goleman)
Managing people is fraught with challenges—even if you're a seasoned manager. Here's how to handle them. …
The Art of Leadership
Many people think leadership is a higher calling that resides exclusively with a select few who …
The Leader's Guide to Negotiation
PLAY ON YOUR TERMS Negotiation is THE core business skill. It is fundamental to everything we …
Business Express: Effective Communication Skills
If you need to be in the know in no time at all, Business Express will …