This plain-English guide is for anyone—even the nervous, pushy, impulsive or tongue-tied—who wants a better deal at work … and in life!
Table of Contents
Chapter 1 Know the opposition: Listen to understand your opponent’s agenda.
Chapter 2 Know yourself: Learn your own strengths and failings to develop a powerful game plan.
Chapter 3 Judge fairly to avoid traps: Don’t fall for these tricks!
Chapter 4 Lay the groundwork: Prepare well, then go with your instincts.
Chapter 5 Know the score: Throw your opponent the right bone.
Chapter 6 The power of empathy: Convince your opponent you’re on the same team.
Chapter 7 Reading people: Learn the signals that say “I’m lying.”
Chapter 8 Offense vs. defense: Press your case, or fall back?
Chapter 9 The art of questioning: Flush out the information you really need.
Chapter 10 Building rapport: Take these cues from a diplomat.
Chapter 11 Fight off intimidation: Render bullies helpless.
Chapter 12 Drawing support: Make your evidence carry the day.
Chapter 13 Negotiating your pay package: Get the package you know you deserve.
Chapter 14 Negotiating with your staff: Keep your staff motivated in tough situations.
Chapter 15 Playing hardball: Bring out these techniques for the big win.
Chapter 16 How to change minds: Make your opponent take your position.
Chapter 17 Question (your) authority: Never let your opponent know your level of power.
Chapter 18 Stalemate? Get unstuck: Release the frustration—safely.
Chapter 19 When to walk away: Make time work for you.
Get all this—and much more—in Mastering Business Negotiation!
The how-to guidance in this straightforward book opens the door to new rewards and recognition … more money … career advancement … and smooth sailing on the job and in your personal life. Why dread conflict when you can use it as your springboard to a more fulfilling life? Order your copy of Mastering Business Negotiation now.
Phillip A. Ash