Negotiating Game: How to Get What You Want

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"Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties," says Chester L. Karrass. Since ancient times, people dealt with one another by intuition alone -- until 1970, with the appearance of The Negotiating Game, incredibly, the first book to integrate modern analytic thinking with good practice. The author systematically builds an arsenal of ideas that provides the negotiator with a realistic sense of confidence. Now Dr. Karrass returns to give us this newly revised and expanded
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More About This Book

Overview

"Why take no for an answer? Successful people don't. They get what they want by negotiating better deals for both parties," says Chester L. Karrass. Since ancient times, people dealt with one another by intuition alone -- until 1970, with the appearance of The Negotiating Game, incredibly, the first book to integrate modern analytic thinking with good practice. The author systematically builds an arsenal of ideas that provides the negotiator with a realistic sense of confidence. Now Dr. Karrass returns to give us this newly revised and expanded edition of the nowclassic book on negotiation, updated to reflect the sea changes in business and society over the past two decades. Your agreements, understandings, and relationships mean the difference between success and failure. Poorly negotiated deals are continually breaking down, bringing unnecessary dissatisfaction and aggravation into people's personal and professional lives. Good agreements help you reach and surpass your goals -- and they leave the other side better off at the same time! The Negotiating Game is mandatory reading for anybody who must negotiate with others in any part of life -- in other words, all of us.
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Product Details

  • ISBN-13: 9780887305689
  • Publisher: HarperCollins Publishers
  • Publication date: 11/1/1992
  • Edition description: REV
  • Pages: 256

Table of Contents

List of Illustrations ix
List of Tables xi
Introduction xiii
Part I. New Frontiers in Negotiation
1. The Negotiating Society 3
2. Winners and Losers 13
3. What Makes a Good Negotiator? 27
Part II. The Heart of the Bargaining Process
Introduction to Part II 41
4. What's Your Aspiration Level? 42
5. You Have More Power Than You Think 56
6. People Who Influence 78
7. Inoculation Against Influence 92
8. Status 100
9. The Role of Role 109
10. Needs, Goals and Action 115
11. The Anatomy of Negotiation 127
12. The Expected-Satisfaction Theory 141
Part III. A Program for Performance
Introduction to Part III 151
13. Strategy 152
14. Tactics, Deadlock and Countermeasures 174
15. The Successful Manager Negotiates 202
16. Love, Honor and Negotiate 215
17. Organize to Win Your Objectives 224
18. The Wheel of Negotiation 234
Acknowledgments 239
Appendix I 241
Appendix II 243
Index 245
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