The Negotiation Phrase Book

The Words You Should Say to Get What You Want

By: Angelique Pinet

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Paperback | 15 October 2011

At a Glance

Paperback
224 Pages

Edition Type
Abridged

Dimensions(cm)
21.43 x 13.97 x 1.78

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$27.50

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KEYNOTE: The words to win every negotiation! Do you want to clinch a sale? Get a better salary? Make a terrific deal on a new house? Then get ready to negotiate! Your life is all about bargaining?everything from setting a price with a vendor at work to talking to your teenager at home about an allowance. Experienced negotiators have a huge advantage in these discussions, because they know what words and phrases work. And you can join their ranks. Here's your essential guide to what to say at each stage of the negotiation. You'll learn how to: ?Evaluate the needs of your negotiating partner ?Decide what the other party's words really mean ?Structure offers and counteroffers ?Determine your minimum walkaway point The best words will get you the best deal. So get in there and start bargaining! AUTHOR: Angelique Pinet is a professional writer, editor, and desktop publisher with a degree in commercial art and a degree in literature. SELLING POINTS: ?The first negotiation book uniquely organised in phrases ?A recent study in BusinessWeek reported that most negotiators don?t realise how much they are leaving on the table because they don?t aim high enough *

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Introduction	p. ix
Before You Start
The ABCs of Negotiation	p. 3
Why Negotiate?	p. 3
Know Yourself and Your Goals	p. 6
Know Your Opponent	p. 9
Common and Conflicting Objectives	p. 11
Analyze the Alternatives	p. 12
Timing Is Everything	p. 14
A World of Possibilities	p. 19
Business-or Pleasure?	p. 19
Location, Location Location	p. 22
Personalities at Play	p. 24
Deadlines and Delays	p. 29
The Business of Body Language	p. 32
Avoiding Pitfalls	p. 37
Dealing with Difficult People	p. 37
The Stress Factor	p. 40
Managing Concessions	p. 41
Weighing Risks	p. 43
The Closing Stage	p. 44
Case Study-Difficult People	p. 45
How to Get the Best Deal
Negotiator Beware: Common Tricks and Tactics	p. 53
Good Guy/Bad Guy	p. 53
The Straw-Man Technique	p. 55
"One-Time Only" Offers	p. 56
Game Delay	p. 58
The Element of Surprise	p. 59
False Concessions	p. 61
Add-Ons and Nibbling	p. 62
Case Study-Tricks Traps, and Tactics	p. 63
The Balance of Power	p. 69
When You're the Underdog	p. 69
If You're Not Ready Yet	p. 72
One Winner, One Loser	p. 73
When No One Wins	p. 74
Knowing When to Opt Out	p. 75
Case Study-Be Prepared	p. 77
Clinching the Deal	p. 83
Know What to Expect	p. 83
When and How to Close	p. 85
ColdFeet	p. 86
Extras and Perks	p. 88
Success!	p. 90
Case StudyùClosing with Confidence	p. 91
Putting it in Writing	p. 97
All about Contracts	p. 97
Deciding on Details	p. 99
MaKe a List and Check It Twice	p. 101
Contract Law	p. 103
The Litigation Option	p. 105
Dispute Resolution Alternatives	p. 106
Case StudyùThe Devil's in the Details	p. 109
Building Confidence and Skills	p. 113
Act It Out	p. 113
Play Devil's Advances	p. 115
Go Shopping	p. 116
Go Out to Eat	p. 119
Practice at Work	p. 12
Practice at Home	p. 124
Case Study-Some Conversations at the Flea Market	p. 126
Common Negotiations
Buying a Home	p. 133
The Real Estate Market	p. 133
Offers and Counteroffers	p. 136
The Emotions of House Hunting	p. 139
For Sale by Owner	p. 141
The Closing	p. 143
Case StudyùReal Estate Negotiating	p. 144
Negotiating with Your Kids	p. 149
Parenting Styles	p. 149
Sibling Rivalry	p. 151
Do Your Homework	p. 153
Chores	p. 154
Allowance	p. 157
Snack Time	p. 158
Case Study-Who Gets the Car Tonight?	p. 161
Great Negotiations	p. 167
Establish Trust	p. 167
Build Relationships	p. 170
"See" the Deal	p. 173
It's All about Communication	p. 176
Never Sell Yourself Short	p. 177
A Learning Experience	p. 178
Enjoy the Ride	p. 181
Case Study-Negotiate with Confidence	p. 182
Quick-Reference Checklists	p. 187
Glossary	p. 191
Resources	p. 197
Index	p. 201
Table of Contents provided by Ingram. All Rights Reserved.

The Negotiation Phrase Book

The Words You Should Say to Get What You Want

At a Glance

Paperback

Shipping

How to return your order

Defective items

You Can Find This Book In

More in Assertiveness, Motivation & Self-Esteem & Positive Mental Attitude

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