Free Shipping on Orders of $40 or More
Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange

Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange

by Cash Nickerson
Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange

Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange

by Cash Nickerson

NOOK Book(eBook)


Available on Compatible NOOK Devices and the free NOOK Apps.
WANT A NOOK?  Explore Now
LEND ME® See Details


Wall Street Journal Bestselling book

"At the risk of being terribly informal, Cash Nickerson simply put is the man. In the spirit of entertainment value nonfiction literary achievements like Donald Trump's Think Big and Kick Ass and The Art of the Deal, he seamlessly blends drier statistical analysis with surprisingly psychodynamic and universally fascinating insights into navigating the various pitfalls of the human psyche. Drawing a comparison to the mentality present in those who practice and specialize in the martial arts, Nickerson states that negotiation is much cut from the same cloth — only existing on a less tangent and less visceral intrapsychic level. "Understanding 'why' others want something or you want something is critical. Suppose you want to buy a car. —Colin Jordan

"A must-read for anyone who wants to improve their negotiating skills as we all are continuously negotiating in daily life." —Craig Schnuck, Chairman and CEO (retired), Schnuck Markets

We all negotiate. Put more accurately, we are always negotiating. There is always something we want that we do not have. There is always something we have that others want. Those human transactions are very human. The process of bartering, whether it be in billion-dollar transactions or over the use of the family car, is a deeply human activity. But like many soft skills, we don't teach it. We consider it something that we have to just learn by doing it. And it is true that trial and error is the basic teacher of negotiation.

But it doesn't have to be that way. Negotiation is a social activity that involves disciplines like language, observation, reaction, listening, speaking, storytelling, humor and sensing. The number one thing you bring to every negotiation is you. This book helps you understand how these various behaviors and disciplines come to play and therefore how you can become a better negotiator. The book helps you develop the mindset and tools to become a great negotiator for yourself and for others.,/p>

Classical teaching on negotiation teaches separating the people from the problem. But the people are often the problem and the key to accomplishing your goals and theirs. We express our desires as "I want this or that." As a result, we are always talking about the "what." As people, as humans, we often don't even really know what we want. This book teaches you to get behind your "what" and theirs. To accomplish this, you need to understand the "why" not just the "what." It is the "why" that will help you understand the "what" and adjust it accordingly.

In a battle of water and stone, water wins.

Related collections and offers

Product Details

BN ID: 2940162459934
Publisher: Made for Success Publishing
Publication date: 07/03/2021
Sold by: Barnes & Noble
Format: NOOK Book
Sales rank: 1,023,964
File size: 1 MB

About the Author

Cash Nickerson is chairman of AKKA North America’s Business Unit. He was President, CFO, General Counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company. Mr. Nickerson, author of several books, is an avid writer and speaker on the workplace, jobs, and the economy. Mr. Nickerson is the founder and president of the David H. Nickerson Foundation, which supports prostate cancer research.

In addition to his leadership on the Board of Trustees, Mr. Nickerson serves on the School of Law National Council and International Council of the Whitney R. Harris World Law Institute. He is chair of both the Dallas-Fort Worth and Austin-San Antonio Regional Cabinets and chaired the North and Central Texas Regional Campaign for Leading Together: The Campaign for Washington University. Mr. Nickerson is the recipient of the Dallas-Fort Worth Regional Award (2009), the Global Philanthropy Award for the Harris Institute Crimes Against Humanity Initiative (2010), the School of Law Distinguished Alumni Award (2013), and the Founders Day Distinguished Alumni Award (2014). Mr. Nickerson earned his bachelor of art degree from Carleton College and his Master of Business Administration and Juris Doctor from Washington University.

Customer Reviews

Explore More Items