The One Minute Negotiator

Negotiation impacts every aspect of our lives, from our relationships with family members and neighbors, to the transactions we make as customers, to the deals we strike on the job. Yet it's a skill too often ignored. For many, the prospect of negotiating makes them uncomfortable, nervous, even frightened. This plague of 'negotiaphobia' is what The One Minute Negotiator will remedy. Don Hutson and George Lucas use an engaging business parable to tell the story of a high-level sales professional who learns to master a simple yet profound approach to negotiations, one that can be applied to any situation: getting the best loaner car while your car is in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, settling on the price for your new home in short, any transaction. The key is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. Either everybody works together toward a common goal, or the process is basically adversarial. The problem is no two negotiations are alike - one strategy cannot fit all. The One Minute Negotiator teaches you four potential 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.
Author:
Don Hutson George Lucas
Format:
Hardcover

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Description

Negotiation impacts every aspect of our lives, from our relationships with family members and neighbors, to the transactions we make as customers, to the deals we strike on the job. Yet it's a skill too often ignored. For many, the prospect of negotiating makes them uncomfortable, nervous, even frightened. This plague of 'negotiaphobia' is what The One Minute Negotiator will remedy. Don Hutson and George Lucas use an engaging business parable to tell the story of a high-level sales professional who learns to master a simple yet profound approach to negotiations, one that can be applied to any situation: getting the best loaner car while your car is in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, settling on the price for your new home in short, any transaction. The key is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. Either everybody works together toward a common goal, or the process is basically adversarial. The problem is no two negotiations are alike - one strategy cannot fit all. The One Minute Negotiator teaches you four potential 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.

Product details

Author:
George Lucas, Don Hutson
Subtitle:
Simple Steps to Reach Better Agreements
Publisher:
Berrett-Koehler Publishers
Contributor(s):
Ken Blanchard
ISBN:
9781605095868
Audience:
Professional
Pages:
140
Width (mm):
148
Length (mm):
220
Additional Info:
Don Hutson is chairman and CEO of U.S. Learning, Chairman of the Board oExecutive Books , and an accomplished corporate speaker and trainer. He is the author of nine books, including The One Minute Entrepreneur (with Ken Blanchard) and The Sale. George H. Lucas is a senior consultant and member of the board of directors for U.S. Learning. He is the author or coauthor of several books, including The Contented Achiever and Marketing Strategy.
Weight (g):
335

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