"To win at the game of business, you’ve got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world’s top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. You’ll learn how to:
• plan an agenda
• analyze the other party
• avoid falling for typical persuasion tactics
• counter negative moves
• package proposals that generate movement
• effectively exchange concessions
• close the toughest of deals.
Featuring a proven seven-step model of real-world negotiation strategies, this straightforward, easy-to-understand book gives you the edge you need to win at the bargaining table."
"Introduction
The Seven Steps to Agreement (The "RESPECT" Formula)
Step One — Ready Yourself
Step Two — Explore Needs
Step Three — Signal for Movement
Step Four — Probe with Proposals
Step Five — Exchange Concessions
Step Six — Close the Deal
Step Seven — Tie Up the Loose Ends
Winning Tactics
The Twelve Persuasion Traps
Electronic Bargaining
Plan for Success
Appendix A: Assess Your Bargaining Style
Appendix B: Checklist of Body Language Gestures
Appendix C: Checkpoints
Appendix D: Recommendations for Further Reading
Index"
Overview
"To win at the game of business, you’ve got to be street-smart. The StreetSmart Negotiator distills the collective wisdom of the world’s top negotiators, giving you the tips, tactics, and techniques you need to triumph over even the most ruthless competitors in any situation. You’ll learn how to:
• plan an agenda
• analyze the other party
• avoid falling for typical persuasion tactics
• counter negative moves
• package proposals that generate movement
• effectively exchange concessions
• close the toughest of ...