The One Minute Negotiator: Simple Steps to Reach Better Agreements

The One Minute Negotiator: Simple Steps to Reach Better Agreements

by Don Hutson, George Lucas, Ken Blanchard
     
 

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 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

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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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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

Product Details

ISBN-13:
9781605095868
Publisher:
Berrett-Koehler Publishers, Inc.
Publication date:
08/30/2010
Pages:
168
Sales rank:
1,393,621
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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