Shake Hands with the Devil: How to Master Life's Negotiations from Hell

Overview

Hellish negotiations abound in life: appeasing an unruly boss, bargain­ing with a real estate agent, even haggling with your son or daughter about attending a late-night concert. How do you keep your cool in these heated situations?

 

Shake Hands with the Devil will show you how to tame the flames of just about any conflict you face in or out of the workplace. In a clear, no-nonsense style, negotiation expert Frank Acuff introduces his ...

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Overview

Hellish negotiations abound in life: appeasing an unruly boss, bargain­ing with a real estate agent, even haggling with your son or daughter about attending a late-night concert. How do you keep your cool in these heated situations?

 

Shake Hands with the Devil will show you how to tame the flames of just about any conflict you face in or out of the workplace. In a clear, no-nonsense style, negotiation expert Frank Acuff introduces his methodology for calmly analyzing thorny confrontations, then walks you through nine of life’s most difficult negotiations. You’ll learn how to plan and strategize, address issues nonconfrontationally, build trust, and reach satisfying win-win resolutions.

You don’t have to sell your soul to strike a deal with a tough nego­tiator. With Shake Hands with the Devil, you’ll get the upper hand in any fiendish negotiation—and make friends with the “enemy” in the process.

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Editorial Reviews

Soundview Executive Book Summaries
Difficult negotiations can take place in almost any type of situation. To help people keep their cool and make the most of negotiations in and out of the workplace, renowned speaker, consultant and author Frank Acuff presents a methodology that can help negotiators calmly analyze difficult confrontations. Presenting helpful plans and strategies for the negotiation process and ways to address issues nonconfrontationally, Shake Hands With the Devil offers useful ways to build trust and reach resolutions that can satisfy both sides of a conflict. Copyright © 2004 Soundview Executive Book Summaries
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Product Details

  • ISBN-13: 9781435104716
  • Publisher: Sterling
  • Publication date: 1/17/2008
  • Pages: 160
  • Product dimensions: 6.62 (w) x 9.24 (h) x 0.70 (d)

Meet the Author

Frank L. Acuff is a renowned keynote speaker who regularly conducts semi­nars for Fortune 500 companies and organizations in the public sector. He is the director of a Chicago-based busi­ness consulting firm and the author of How to Negotiate Anything with Anyone Anywhere Around the World.

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Table of Contents

Acknowledgments ix
Introduction 1
1. Your Ticket out of Hell 5
The Seven Steps out of Negotiating Hell: The Stairway to Heaven 6
2. Innies: Hellish Negotiations Within Your Own Organization 39
1. Surviving the Boss from Hell 42
2. Getting Work out of Slugs 50
3. Bargaining for a Raise or Higher Starting Salary 67
4. Gaining Leverage Without Authority 73
3. Outies: Hellish Negotiations Outside Your Organization and in Everyday Life 82
5. Negotiating with a Strategic Partner Who Is Screwing You 84
6. Dealing with Your Attorney 94
7. Getting Your Real Estate Agent on Your Side 103
4. Innies and Outies: Hellish Negotiations Inside and Outside Your Organization 109
8. Finding Common Ground with People Who Are Different from You 110
9. E-Negotiating 130
Conclusion 137
One-Page Summary 139
Index 141
About the Author 147
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