Negotiating with Giants: Get What You Want Against the Oddsby Peter D. Johnston
HOW DO YOU NEGOTIATE WITH WAL-MART? With America's President over going to war? An improved education for your kids? A cleaner environment? An ethical issue with an intimidating boss? An unequal personal relationship? A Super Bowl victory for a team of losers? A capital infusion for a struggling start-up? Better healthcare for your family? The return of stolen treasure, lost rights or a canceled credit card? Your survival if you're taken hostage by an armed killer?
IN THIS PIONEERING BOOK, NEGOTIATION EXPERT PETER JOHNSTON surprises us with answers to these far-flung questions, laying out unique strategies and concrete steps we can all use to handle the growing number of giants in our personal and professional lives. As readers, we travel across time--through riveting, real-life stories--uncovering the secrets of successful smaller players so we, too, can get what we want against the odds.
- Negotiation Press
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Meet the Author
PETER JOHNSTON is a negotiator, advisor and mediator whose expertise is sought worldwide. He has worked with clients ranging from Wall Street bankers, UN officials and political leaders to start-up entrepreneurs, cheated spouses and convicted felons. His ground-breaking results have been formally recognized by the US government for their positive economic and social impact. He is a Harvard MBA, trained journalist and former corporate and investment banker.
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Each of us, at some point in our lives, will confront our own goliath: a boss, company, government or nation that¿s dramatically bigger and more powerful than us. While the odds may seem stacked against us, ¿Negotiating with Giants¿ provides a golden ray of hope. The author reminds us that we¿re ¿negotiating¿ whenever we try to influence our giant in any way. He then clearly defines the secrets and strategies for ¿getting what you want, against the odds¿, with a writing style that is crisp, strong and confident. While the book is highly thorough and intelligent, it is equally engaging and entertaining. What makes this book truly stand out is the rich stories the author draws on to bring his key messages to life. Dozens of true stories, encompassing business, political, social, and individual situations, are viewed through the lens of giant negotiations. These stories alone make great reading. ¿Negotiating with Giants¿ is well-organized and highly accessible. It includes chapter summaries '¿Final Thoughts¿', and a four page, back-of-the-book summary 'more authors should include one!' that cross-references the negotiation secrets and strategies, with stories and page numbers. These thoughtful features make me believe ¿Negotiating with Giants¿ will be an indispensable reference tool for business executives, politicians, citizens and activists¿or anyone else, for that matter, facing a goliath.