Book description
“The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.”
–CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation
“Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.”
–ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb
“A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.”
–RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc.
You can learn to be a world-class negotiator and get what you want!
• The truth about how to prepare within one hour
• The truth about negotiating with friends, colleagues, and spouses
• The truth about the win-win litmus test
This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.
Table of contents
- Title Page
- Copyright Page
- Contents
- TRUTH 1 If you have only one hour to prepare
- TRUTH 2 Rehearsal might get you to Carnegie, but it won’t help you negotiate
- TRUTH 3 Don’t be a tough or a nice negotiator
- TRUTH 4 Four sand traps in the golf game of negotiation
- TRUTH 5 Plan your concessions
- TRUTH 6 The pregame
- TRUTH 7 The game
- TRUTH 8 The postgame
- TRUTH 9 What’s your sign? (Know your disputing style)
- TRUTH 10 How to negotiate with someone you hate
- TRUTH 11 How to negotiate with someone you love
- TRUTH 12 Building the winning negotiation team
- TRUTH 13 Negotiating on the phone
- TRUTH 14 Building trust
- References
Product information
- Title: The Truth About Knowing How to Negotiate: The Essential Truths in 20 Minutes
- Author(s):
- Release date: September 2007
- Publisher(s): Pearson
- ISBN: 9780137001446
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