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Negotiation is an essential element of almost all of our interactions--personally and professionally. It's part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don't negotiate well risk falling victim to those who do.
Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to: - Utilize the six key negotiating styles - Harness the power of emotion in hammering out agreements - Use time to your advantage - Prepare like a pro and enter any negotiation from a position of strength -Gain clarity on areas of agreement and disagreement - Develop win-win outcomes - Use the power of reciprocity - Know when and how to walk away - Apply the Law of Four - Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy's trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.- Sales Rank: #301144 in Books
- Published on: 2013-06-19
- Original language: English
- Number of items: 1
- Dimensions: 6.75" h x 4.75" w x .50" l, .30 pounds
- Binding: Hardcover
- 112 pages
Review
"A new multi-volume series of pocket-sized, hardbound books interweaves nuggets of wisdom from Tracy with engaging real-life examples and practical tools, tactics and strategies." --Sales & Marketing Management
“Reinforcing Tracy’s belief that negotiators are made, not born, Negotiation, makes developing this vital skill easily manageable for anyone – especially busy managers.” --Smart Supervision
From the Back Cover
Negotiation is an essential element of almost all of our interactions—personally and professionally. Simply put, those who don’t negotiate well risk falling victim to those who do.
Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to:
• Utilize the six key negotiating styles
• Harness the power of emotion in hammering out agreements
• Use time to your advantage
• Prepare like a pro and enter any negotiation from a position of strength
• Gain clarity on areas of agreement and disagreement
• Know when and how to walk away
• And much more.
Packed with Tracy’s trademark wisdom, this portable book keeps the power of expert negotiation close at hand.
About the Author
BRIAN TRACY (Solana Beach, CA) is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Negotiation
By Success
You simply cannot go wrong buying any of Brian Tracy's works. Whether it be books, Cd's, DVD's, audio programs or training in any form, he is an acknowledged master who has "been there and done that." From a nobody with nothing, to a multi, multi-millionaire, he teaches you what really works, not just theory or conjecture as so many others do. He has changed more lives for the better than you can possibly imagine. I know...he changed mine!
3 of 3 people found the following review helpful.
"Every battle is won or lost before it is fought." Sun Tzu
By Robert Morris
I selected one of the insights in The Art of War because I was again reminded of it while sharing Brian Tracy's thoughts about negotiation, especially what he shares in Chapter 12, "Preparation Is the Key." The titles he selected for the 21 chapters could serve as a foundation or framework when preparing for a negotiation, whatever its nature and extent may be. Tracy correctly views negotiation with a wide lens. It could involve the terms and conditions of employment, purchasing a home or a vehicle, or convincing enough people to support a course of action. It could also involve a teenager and her or his parents discussing curfew or members of a jury struggling to reach a verdict. I agree with Tracy: "Life may be viewed as one long, extended negotiating session, from the cradle to the grave. Negotiation never stops." It really doesn't. "Your ability to negotiate successfully is essential to your success in all your interactions with other people." Dead on.
These are the chapter titles that I think express especially important principles:
1. "Everything Is Negotiable"
10. "Know What You Want"
13. "Clarify Your Position and Theirs"
19. "The Walk-Away Method"
20. "Negotiations Are Never Final"
These are passages of greatest interest and value to me:
o The Two Types of Negotiation (Pages 14-16)
o The Six Styles of Negotiation (24-27)
o Persuasion by Reciprocation (71-75)
o Persuasion by Social Proof (76-79)
o Price Negotiation Tactics (80-84)
o The Four Essentials (95-97)
I have read and reviewed most of the 50+ books that Brian Tracy has written. Inevitably, he recycles information, insights, and counsel in many of them because (a) their relevance is multi-dimensional and (b) he possesses a remarkably wide and deep knowledge of the business world, an acumen that enables him to make connections and suggest similarities that only a few business thinkers would recognize. He also possesses world-class reasoning and writing skills. Now he is in the process of producing a series of volumes (each less than 100 pages) in "The Brian Tracy Success Library." I have now read and reviewed two and will read and review others in months to come.
These are brief in length but by no means "small" books. On the contrary, they offer a unique abundance of material that will be of substantial value to those now preparing for a business career or have only recently embarked upon one. For experienced managers, these volumes offer helpful reminders of business fundamentals that are too frequently. Amazon now sells this book for $8.96. How much is a helpful idea worth? There are hundreds in this book. You do the math. However, please keep in mind Thomas Edison's observation: "Vision without execution is hallucination."
2 of 2 people found the following review helpful.
Negotiation
By Amy L Critzer
Very interesting and easy to understand. Book contains many practical examples and valuable lessons which are
very useful in my line of work. I thoroughly enjoyed it.
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