The One Minute Negotiator: Simple Steps to Reach Better Agreements

Overview

 The One Minute Negotiator uses an engaging business parable to tell the story of a high-level sales professional who learns the value of understanding and executing a simple yet profound approach to negotiations – an approach that can be applied to getting the best loaner car while your cars in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, or settling on the price for your new home.

 There are two primary ...

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The One Minute Negotiator: Simple Steps to Reach Better Agreements

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Overview

 The One Minute Negotiator uses an engaging business parable to tell the story of a high-level sales professional who learns the value of understanding and executing a simple yet profound approach to negotiations – an approach that can be applied to getting the best loaner car while your cars in the shop, seeking a fair solution after a hotel messes up your reservation, closing a deal to get your product in a big-box retail store, or settling on the price for your new home.

 There are two primary schools of thought when it comes to negotiation skills. One essentially comes from the Harvard Business School camp, and it’s perhaps best described as “Thou Shalt Collaborate.” This approach teaches that negotiating parties should always work together toward common interests. The other school of thought, mostly pushed by author/consultant Roger Dawson, takes an opposite approach. Call it “Thou Shalt Compete,” this approach is always overtly or subtly adversarial. The One Minute Negotiator differs in that it doesn’t single-mindedly push one strategy over the other—in the real world every negotiation differs depending on the participants and the circumstances. The authors provide an easy-to-use tool that allows you to understand your own negotiation strategy and quickly match it to the negotiation strategy used by the other side and to the situation.  
 Too many people lose out in negotiations because of apprehension and misunderstanding about the process—what the authors call “negotiaphobia”. By providing a simple, straightforward process anyone can use The One Minute Negotiator to help conquer their fears and achieve the most beneficial outcome in all their dealings.

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  • The One Minute Negotiator
    The One Minute Negotiator  

Editorial Reviews

Library Journal
Hutson (CEO, U.S. Learning), coauthor, with Ken Blanchard, of the No. 1 Wall Street Journal best seller The One Minute Entrepreneur (2008), here teams up with Lucas (The Contented Achiever) to tackle the challenging skill of negotiation. The authors use case studies to illustrate their strategies for successful negotiating—emphasizing the importance of flexibility and the ability to adapt—offering tips for selecting the strategy that best fits the realities of a given situation. They pack a lot of learning into a short framework, though fewer anecdotes might have allowed for more solid substance. That said, this work nicely extols the tradition of Blanchard's "one-minute" approach to various leadership challenges and will appeal especially to those new to the responsibilities of management. Hutson himself reads; his crisp narration keeps things moving at a nice clip. [Includes a bonus CD with a PDF featuring a self-assessment tool, a negotiation strategy matrix, and a glossary; more at theoneminutenegotiator.com.—Ed.]—Dale Farris, Groves, TX
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Product Details

  • ISBN-13: 9781605095868
  • Publisher: Berrett-Koehler Publishers, Inc.
  • Publication date: 8/30/2010
  • Pages: 168
  • Sales rank: 299,251
  • Product dimensions: 5.40 (w) x 8.50 (h) x 0.80 (d)

Meet the Author

Don Hutson, the Chairman and CEO of U.S. Learning and the Chairman of the Board of Executive Books, is an accomplished corporate speaker and trainer who works primarily with Fortune 1000 Companies. Don is the author of nine books, including The Sale and the New York Times No. 1 bestseller, The One Minute Entrepreneur, which he co-authored with Dr. Ken Blanchard. The Sale sold more than 75,000 copies, while The One Minute Entrepreneur has sold more than 125,000 copies and is schedule for a re-release this summer.

George H. Lucas, Ph.D., is a senior consultant and member of the board of directors for U.S. Learning, and has been a resource to organizations as a speaker, trainer, consultant, and field coach for more than twenty-five years. He regularly works with clients in North America, Asia-Pacific, Europe and the Middle East, Latin America, Australia, and Africa. George is author or co-author of several successful textbooks, and a co-author (with Don Hutson and Chris Crouch) of The Contented Achiever. He also co-authored, with Terri Murphy, a widely utilized CD-based learning resource: Negotiation — What You Don’t Know Can Cost You.

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Table of Contents

Foreword Ken Blanchard ix

Chapter 1 I Have Negotiaphobia?! 1

Chapter 2 Moonlight Reflections and Midcourse Corrections 15

Chapter 3 The EASY Process for Treating Negotiaphobia 25

Chapter 4 Engaging the Treatment Process 41

Chapter 5 Assessing Your Tendencies 57

Chapter 6 Assessing the Tendencies of Others 77

Chapter 7 Strategizing: One Size Does Not Fit All 93

Chapter 8 Your One Minute Drill in Practice 109

Epilogue One Year Later 125

The One Minute Negotiator Handy Glossary 129

Acknowledgments 135

About the Authors 137

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Sort by: Showing all of 17 Customer Reviews
  • Posted March 31, 2011

    more from this reviewer

    Experts' guide on how to plan for and handle negotiations

    People intensely dislike negotiating. This is true for everyone, including senior business professionals. This dread may derive from the mistaken attitude that negotiation must be a win- lose confrontation. Not so, according to Don Hutson and George Lucas, who provide a memorable, three-step process you can use to negotiate effectively. getAbstract likes this book's clear-headed, easy-to-follow explanation of the essence of negotiation, including how to plan for a negotiation and how to negotiate successfully. However, the book is mistitled. Nothing takes only one minute, certainly not the careful assessment, strategic thinking and tactical planning that the authors correctly assert must accompany any negotiation. Otherwise, this is an outstanding book that can help you become a more successful negotiator.

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  • Posted September 7, 2010

    Loved this book! It really helped me!

    This book really teaches you how to get what you want, not only in business but in life! It was very helpful! I would recommend it to any young person starting out.

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  • Posted September 1, 2010

    A must have for anyone in sales or marketing. And who ISN'T in sales?!

    Bought it and couldn't put it down! Highly recommended for all! Some fresh perceptive and secrets that are priceless to anyone in sales or marketing pf any kind!

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  • Posted September 1, 2010

    This book is essential for ANYONE involved in sales..and who isn't?

    Bought it on my iPad and couldn't put it down! Highly recommended for all! Some fresh perceptive and secrets that are priceless to anyone in sales or marketing pf any kind!

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