Practical Negotiating: Tools, Tactics & Techniques

Tom Gosselin9780470134856, 0470134852

”Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation.”—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager’s Guide to Building Relationships That Work”There is something in this book for the most experienced negotiator and the novice. Gosselin’s no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!”—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love’ Em or Lose’Em: Getting Good People to Stay”Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues.”—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them”Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it’s practical, thoughtful, and insightful.”—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company