The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation

From Publishers Weekly
The act of negotiating-particularly when it comes to purchases and salaries-is enough to make many readers panic and grit their teeth, hoping the person they're dealing with has their best interests at heart. Stark, who runs a management consulting firm, and Flaherty, a senior consultant for Stark's company, offer this helpful guide to arm beginners and refine experienced negotiators. The first half of this comprehensive, inspiring book deals with the concepts and psychology behind the art of negotiating, and includes a self-assessment test for readers to gauge their existing skill level. The authors emphasize the importance of having the right attitude and aiming for a win-win situation rather than the other three possible outcomes: lose-lose, win-lose or no outcome. The book's strongest portion is its second half, which supplies 101 concrete tactics for getting yourself the best deal and counteracting those who are seeking concessions from you. One can't help but wonder what would happen if everyone read this book-people from both sides would be too savvy for either to get a good deal.Copyright 2003 Reed Business Information, Inc.

From AudioFile
This negotiating guide gives listeners the ability to do something EVERYONE wants to do-get their way in any situation. Peter B. Stark and Jane Flaherty tag team the reading of this instructional guide, and the male/ female contrast provides a good way for the listener to notice when the conversation is changing. For example, one reads about a given situation, and the other gives the solution or example. Both speak with feeling and emphasis. There's a lot of information to take in all at once and, although there is a lot of reiteration, it helps one listen in small bits and still get the most out of it. J.F.M. © AudioFile 2004, Portland, Maine-- Copyright © AudioFile, Portland, Maine

Book Description
The Essential Guide to the Power of Persuasion

In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. All 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work.

“This is a handbook for negotiating your way through life. Whether you are negotiating a big deal or dinner plans with a friend, this book will be invaluable to you. Read it today!”
--Jack Canfield, author of Chicken Soup for the Soul

“A must-read for anyone who wants to build a reputation as a negotiator people love to do business with.”
--Kevin Freiberg, author of NUTS! Southwest Airlines’ Crazy Recipe for Business and Personal Success

“You can read a few pages in the morning and . . . close a sale by noon.”
--Gerhard Gschwandtner, Publisher, Selling Power Magazine

“I have six books on negotiation in my bookcase. This one is the best!”
--Janice Duis-Lampert, Director, Ralston Purina


From the Trade Paperback edition.

From the Inside Flap
The Essential Guide to the Power of Persuasion

In The Only Negotiating Guide You’ll Ever Need, Peter Stark and Jane Flaherty, celebrated consultants to some of the country’s top companies, take the dread out of persuasion. Their 101 Winning Tactics make powerful negotiating skills easy and accessible, giving you tools and knowledge you can put to use right away. Each tactic is on a single page, with a clever and memorable name, a true-to-life example of how to use it, and suggested counter tactics in case someone tries it on you. All 101 tactics are so accessible and empowering that you will find yourself using them immediately--and maybe not just at work.


From the Trade Paperback edition.


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Consultants Peter Stark and Jane Flaherty know how people are persuaded, and in The Only Negotiating Guide You'll Ever Need, they offer readers the skills, tools and strategies needed to negotiate successfully. On each page, they offer a single negotiating tactic and explain how to use it with a real-life example and several examples of how to counter it if someone were to use the tactic on you. Strategies discussed include never saying "yes" to the first offer, pulling on heartstrings, the decoy, playing stupid, and the ambush. Copyright © 2004 Soundview Executive Book Summaries


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