The Only Negotiating Guide You’ll Ever Need – Paperback
101 Ways to Win Every Time in Any Situation
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By Peter B. Stark and Jane S. Flaherty Most people think of negotiating as something we do when we are making a big deal for a high-powered contract. But the truth is, we all do it every day. We negotiate deadlines and sales, purchases and relationships, in our roles as employee, manager, and salesperson. Yet a lot of negotiating books are theory-based and lack the practical tools that help us know, “If he says no, what do I say next?” In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion in a series of straightforward, entertaining, and highly effective methods. They make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. Paperback Book – First Broadway Books Edition Revised, September 2003 |
“Filled with practical, hands-on, how-to information that can be applied immediately. You can read a few pages in the morning and use the material to close a sale before noon.”
-Gerhard Gschwandtner, Publisher Selling Power Magazine
“I have six books on negotiation in my bookcase. This one is the best! It provides a wealth of information in an easy-to-read-and-apply style.”
-Janice Duis-Lampert, Director Ralston Purina
“A must-read for anyone who wants to build a reputation as a negotiator people love to do business with. Stark and Flaherty build a compelling case for being purposeful vs. accidental or haphazard when negotiating with others. Then they show you how to do it. This book is a powerful catalyst for improving relationships with coworkers, customers and suppliers.”
-Kevin Freiberg, Author of NUTS! Southwest Airlines’ Crazy Recipe for Business and Personal Success
“Negotiation is a major part of my day-to-day job and recently I was completely out negotiated by the manager of a printing company in our area. As a result, I thought I better sharpen my skills and bought your book.The Only Negotiating Guide You’ll Ever Need is great! Not only did I finish it in a single day, but I was amazed that I saw word-for-word several of the ploys that had been used by the printing company manager (and many other decision makers over the last ten years!) Next time I will be ready!
-Kent Talamo, National Marketing Manager, TimeOne
“In senior management in our company, we have always believed we really do negotiate for a win-win, but after reading this, it becomes clear why people tell us it is tough to negotiate with us. Sometimes we don’t consider the position of the people with whom we are trying to structure a deal, especially if the other party is a major corporation much larger and with more financial power than ourselves. My co-founder will have a copy of this book tomorrow!”
-Jim Konrath, Chairman, CEO, Accredited Home Lenders
“Very well written and. . . comprehensive. Peter’s personality shines through the text. A very quick and practical read.”
-Paul Schmitt, SPHR, Vice President, Petco Animal Supplies, Inc.
“Without a doubt, the best part of the book is the [section with] 101 winning tactics. So often, people write about theory without demonstrating how theory works-that information is what is truly useful.”
-Mark Guglielmo, Director, San Diego Padres
“The book is very well written and easy to read. The examples are insightful and illustrate the points clearly. As a busy person, I appreciate the ability to quickly get the information I need from the book. . . . I will use this as a reference source.”
-Michael Graves, Vice President/Manager, Chase Manhattan Mortgage Corporation
“Part II’s ’101 Tactics for Successful Negotiation’ is virtually a stand-alone primer for any would-be negotiator. If people can recognize, and perhaps master, the various tactics identified, they should vastly improve their chances for successful, win-win negotiations.”
-James L. Balser, Manager,Allegheny Energy Supply
“In the beginning, having readers do a self-assessment to determine their negotiation strengths is brilliant. This got me personally involved in the book. I was encouraged to read more. The 101 tactics were my favorites.”
-Tom Koning, Manager, Alaris Medical Systems
“Too often we think of negotiating skills only when going into formal labor negotiations. The strength and usefulness of this book [come from] understanding that we negotiate in almost everything we do. Getting people to understand that and then apply these tactics would be very useful to any organization.”
-Pam Smith, Director, San Diego County-Aging and Independence Services
“Easy-to-read format, humorous. . . . My boss is anxious to get his own copy and incorporate it into our sales management training.”
-Maria Luquin-Cooper, Manager, Coca-Cola Bottling Co.
“I personally like how this book is interactive. With numerous examples and questions one is drawn into the negotiation process. Instead of simply absorbing the material in front of you, the book forces you to think and place yourself in particular situations.”
-Patrick Kilkenny, Chairman, Arrowhead Group
“By creating a general awareness of your own negotiating style, as well as that of your counterpart, this book allows [you] to gain confidence in negotiating.”
-Sheri Wright, Director, Callaway Golf
“The reflection on real-life situations gives the book a relevancy that is easy to associate with. [Providing] the process to help [readers] better understand themselves and others equips [them] to be better negotiator[s].
-Garry Ridge, President and CEO, WD-40 Company, Inc.
“It is to-the-point from start to finish. This book can be used as preparation for a major upcoming deal. It could also be used as a teaching or training resource.”
-Robert Street, President/CEO, American First Federal Credit Union
“Extremely comprehensive-excellent format. Publish it tomorrow!”
-Blair L. Sadler, President and CEO, Children’s Hospital and Health Center, San Diego
“Instead of a ‘one size fits all’ approach, this book acknowledges the reality that situations, and negotiations, differ. In order to negotiate, sell and just navigate everyday life, one needs to have skill in a variety of tactics (101 tactics, to be precise!).”
-Marilyn Owsley, Manager, Kaiser Permanente
“A great self-study guide to becoming a better negotiator.”
-Jim Amos, CEO, Mail Boxes Etc.
“This is a great book for those of us who currently already find ourselves in negotiations. I will purchase a large number of copies for our management team and all of my direct reports.”
-Phil Goodrich, Sr. Group Manager, Nokia, Inc.
“This is a great primer on negotiations, and an excellent resource guide on tactics. Multiple audiences will benefit from reading this book . . . from students to school administrators.”
-Libia S. Gil, Ph.D., Superintendent, Chula Vista Elementary School District