Negotiate Your Way to Success

Negotiate Your Way to Success

by Steven Cohen

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The business world turns on the art of the deal. And with Negotiate Your Way to Success, you'll master 24 powerful strategies designed to help you conduct negotiations of any type. This easy-to-read guide delivers step-by-step instruction on identifying and working with each negotiator's “hot button” issues, to ensure the process and the result satisfy all parties. You'll advance your own position and accomplish organizational goals in an atmosphere of productivity - not confrontation. Plus, you'll learn how to:

  • Negotiate any type of business deal
  • Understand and appeal to each party's “hot button” issues
  • Negotiate effectively in cross-cultural situations
  • Understand the “games people play” during negotiation
  • Deal with emotions
  • Employ essential active listening techniques
  • Discover when to walk away from a negotiation

Product Details

ISBN-13: 9780071596749
Publisher: McGraw-Hill Education
Publication date: 08/20/2007
Series: The McGraw-Hill Professional Education Series
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 64
File size: 167 KB

About the Author

Steven P. Cohen is president of The Negotiation Skills Company in Pride's Crossing, MA as well as a visiting professor of negotiation and conflict resolution in the United States and internationally. A graduate of Columbia Law School, Brandeis University, and Henley Management College, he also holds a bachelor of business administration degree from Siena College, and received formal negotiation and mediation training at Harvard Law School.

Table of Contents

Introduction: Negotiation success

01 Understand negotiation Go for what you can get

02 Focus on interests Maintain your position

03 Use the three C’s Use the fourth C: confront

04 Know whether to leave Negotiate to the end

05 Inoculate yourself Put your faith in fate

06 Get information Assume and believe

07 Prepare for the process Show up and negotiate

08 Know why to prepare Trust your instincts

09 Work with your team Go solo

10 Map interests Keep it all in your head

11 Ask and listen Talk, talk, talk

12 React strategically Go from your gut

13 Plan for emotions Ignore all emotions

14 Keep it productive Do whatever it takes

15 Know how to start Jump into the game

16 Work with differences Ignore differences

17 Negotiate on value Think “money”

18 Show respect Show off

19 Think creatively Hammer out an agreement

20 Develop the agenda Improvise

21 Bargain “if ... then ...” Try “take it or leave it”

22 Build commitment Just get an agreement

23 Negotiate smart Negotiate tough

24 Build with seven pillars Get what you can

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