Gain the Edge!: Negotiating to Get What You Want

Overview

"Few seize the brass ring in business or in life without topnotch negotiation skills. Marty Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."

- Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Anyone who's tried to push a bill through Congress knows the ...

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Gain the Edge!: Negotiating to Get What You Want

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Overview

"Few seize the brass ring in business or in life without topnotch negotiation skills. Marty Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."

- Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."

- U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."

- John Podesta, former White House Chief of Staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."

- Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively-whether in business, government, school, or at home-requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."

- Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate."

- Frank Sander, Bussey Professor of Law at Harvard Law School

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Editorial Reviews

From the Publisher
"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's Gain the Edge! will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."

—Harvey Mackay, author of the #1 New York Times bestseller Swim With The Sharks Without Being Eaten Alive

"Martin Latz’s Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful."

—Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns

"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In Gain the Edge! Martin Latz has condensed his enormous font of negotiating wisdom into a book that's accessible, readable, and eminently usable in politics, business, and everyday life."

—U.S. Senator Russ Feingold

"Martin Latz knows how to negotiate, and in Gain the Edge! we're fortunate enough to share in his strategies, tips, and tricks of the trade. This book will help readers gain the edge in their business and personal negotiations."

—John Podesta, former White House chief of staff

"Gain the Edge! is a winning book, providing practical and straightforward negotiating advice and tips in a very nice, easy-to-read style. Everyone in business will immediately benefit from reading this book. It's so good, I'm buying copies for my entire management team."

-Richard L. Boals, president and CEO of Blue Cross/Blue Shield of Arizona

"Resolving differences effectively—whether in business, government, school, or at home—requires negotiating skills that Martin Latz understands well, teaches skillfully, and brings to life in Gain the Edge! Here is a book of practical use and fascinating insight for everyone. After all, we are never far away from our next negotiation."

—Howard Paster, former chairman and CEO of Hill & Knowlton, Inc.

"Whether you are a confident negotiator or one who is apprehensive of the process, you will learn much from this book. Its lucid explanations, coupled with a host of practical examples, will help you to achieve better results each time you negotiate."

—Frank Sander, Bussey Professor of Law at Harvard Law School

"Martin Latz has written an engaging and valuable treatise on the art and science of successful negotiation. By using case studies and every day examples to illustrate his "Five Golden Rules of Negotiation," Martin has produced a readable and ready-access guide to negotiation strategy. And, with the myriad of checklists he provides, Marty has given the practitioner a play-by-play manual that can be taken right into the negotiation room. I highly recommend Gain the Edge! for anyone who negotiates, lawyer or layperson."

—Michael H. Ginsberg, Firm Training Partner, Jones Day (the world's second-largest law firm)

Jerry Colangelo
If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed
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Product Details

  • ISBN-13: 9780312322823
  • Publisher: St. Martin's Press
  • Publication date: 12/27/2005
  • Edition description: Reprint
  • Pages: 384
  • Sales rank: 516,691
  • Product dimensions: 5.66 (w) x 8.18 (h) x 1.07 (d)

Meet the Author

Martin Latz is the founder of the Latz Negotiation Institute and has presented seminars to Fortune 500 companies and the nation's largest law firms. A former negotiator for the Clinton White House, he lives in Phoenix, Arizona.

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Table of Contents

Introduction 1
Part 1 The Strategic Template: Latz's Five Golden Rules 11
1. Golden Rule One: Information Is Power--So Get It 17
2. Golden Rule Two: Maximize Your Leverage 68
3. Golden Rule Three: Employ "Fair" Objective Criteria 102
4. Golden Rule Four: Design an Offer-Concession Strategy 145
5. Golden Rule Five: Control the Agenda 214
Part 2 Making the Golden Rules Work for You 235
6. Personality Tendencies--Style Issues 239
7. Ethics Make a Bottom-Line Difference 246
8. Use a Situation-Specific Strategy 255
9. Common Negotiation Problems and Their Solutions 285
Part 3 Applying These Strategies to Real-Life Situations 301
10. Garden-Variety Business Negotiations 305
11. Salary Negotiations 317
12. Family Negotiations 322
13. Car Negotiations 326
14. House Negotiations 331
Conclusion 345
Gain the Edge! Strategic Guide to Effective Negotiations 347
Acknowledgments 351
Notes 355
Index 365
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Sort by: Showing 1 Customer Reviews
  • Anonymous

    Posted May 31, 2004

    Many levels of enjoyment and utility!

    I enjoyed this book on three levels: (1) It outlined five guiding principles ('Golden Rules') that seem useful in preparing negotiations, and told how to personalize them; (2) It gave specific strategies for four types of negotiations; and (3) For sheer entertainment, it gave many enticing anecdotes of negotiations by well-known individuals.

    Was this review helpful? Yes  No   Report this review
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