The One Minute Negotiator: Simple Steps to Reach Better Agreements

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Hardcover, Berrett-Koehler Publishers, 2010, ISBN13 9781605095868, ISBN10 1605095869

About this item

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 its 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 doesnt single-mindedly push one strategy over the otherin 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 processwhat 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.

Specifications

Contributed by: Blanchard, Ken
Publisher: Berrett-Koehler Publishers, Incorporated
Publish Date: Aug 30, 2010
ISBN-13: 9781605095868
ISBN-10: 1605095869
Format: Hardcover
Number of Pages: 168
Written in: ENG
Shipping Weight (in pounds): 0.75
Product in Inches (L x W x H): 8.8 x 5.8 x 0.8
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