Practical Negotiating: Tools, Tactics & Techniques

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9780470134856: Practical Negotiating: Tools, Tactics & Techniques
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Praise for Practical Negotiating: Tools, Tactics &Techniques

"Practical Negotiating is an innovative, resourceful,and-as its name implies-practical guide to the art and science ofnegotiating. Unlike many books on negotiating, which are filledwith theories and anecdotes, this one is rich with examples,tactics, and tips, which makes it the indispensable book when youare going into any negotiation."
—Terry R. Bacon, President, Lore International Institute andauthor of What People Want: A Manager's Guide to BuildingRelationships That Work

"There is something in this book for the most experiencednegotiator and the novice. Gosselin's no-nonsense prescriptions andrecommendations will hit home and give you new ideas for the mostdifficult of negotiating situations. Anyone in the business worldwill want this great bible of?effective negotiating right neartheir desk and phone!"
—Dr. Beverly Kaye, CEO and founder, Career SystemsInternational and coauthor of Love' Em or Lose'Em: Getting GoodPeople to Stay

"Gosselin has written a thoughtful, engaging, and practicalguide on a topic of increasing importance to leaders andorganizations. There is something here for anyone who wants tolearn how to deal more effectively with the inevitable conflictsthat occur in working with clients, customers, andcolleagues."
—Peter Cairo, PhD, Partner, Mercer Delta Consulting andcoauthor of Why CEOs Fail: The 17 Behaviors That Can Derail YourClimb to the Top and How to Manage Them

"Forget the image of negotiation being a battlefield.?Gosselinguides you in the development of a road map so both sides becomewinners and leave the table victorious. His writing is just likehis training-clear, concise, and practical. You can apply theprocess immediately. A handbook for life, it's practical,thoughtful, and insightful."
—Steven Myers, Manager, Lighting Education and SalesTraining, Philips Lighting Company

"Skip the workshops and buy Practical Negotiating. Afterfield-testing the content through decades of experience, Gosselinhas packed this useful book with processes that work and greatquestions and worksheets that force the material to become real andpersonal. Practical Negotiating will change your thinkingabout negotiating, and more importantly, will change your behavior.Highly recommended."
—Steve Hopkins, Publisher, Executive Times

"Gosselin is a most articulate and engaging businessman, andthis, coupled with a keen intellect and sharp observation ofbehavior (and a great sense of humor!) make this a must-read. Hisdeep understanding of effective models of negotiation and theirpractical application make him one of the leaders in thisfield."
—Keith G. Slater, former director of InternationalDevelopment, Ingersoll Rand

"This book is aptly titled as it provides the practical 'how to'for planning and executing effective negotiations. It's rich withexamples, exercises, and reusable tools."
—Dr. Rita Smith, Dean, Ingersoll Rand University

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From the Inside Flap:

Practical Negotiating: Tools, Tactics & Techniques

Whether you know it or not, you probably negotiate every day. Atwork, at home, and in public, you negotiate to resolve conflictsand make deals almost constantly. Because conflict is inevitable,successfully negotiating and resolving conflicts is a survivalskill you need in order to succeed in work and in life.

Practical Negotiating teaches the art of nego-tiation forbusiness and for life. Over the course of twenty years of teachingand consulting on negotiation, executive trainer Tom Gosselin hasdeveloped a proven system for teaching the vital skills and tacticsof successful negotiation. Using a step-based framework, he showsyou how to prepare the groundwork, master various negotiationtactics, and work towards fair resolutions that satisfy allparties.

Negotiation doesn't begin at the table. It starts withpreparation. Gosselin prepares you for success by showing you howto identify your underlying needs and those of your opponent, howto develop objectives and establish a position, how to usecurrencies and concessions, and how to assess your power positionin negotiation situations.

The second part of this practical guide covers the executionstage of negotiations, presenting a stage- and task-based modelthat keeps you squarely on track. You'll learn how to identify yourstyle, become more flexible, develop a variety of skills, selectand implement the right tactic for a win-win outcome, and respondcoolly and intelligently to adversarial situations and difficultpeople.

The art of negotiation isn't a game. It's a serious process witha beginning, middle, and end. Use the right model and master theright skills, and you'll excel at this vital practice that can getyou anywhere in life. Practical Negotiating shows how you can planand execute negotiations that reach better, more fulfillingconclusions for all parties involved—especially you.

About the Author:

Tom Gosselin is a consultant and instructor with more than twenty years of experience training executives, managers, and salespeople. He is a member of the National Speakers Association and his corporate clients include Philips, MCI, and ExxonMobil Research & Engineering, among others. For more information, visit www.practicalnegotiating.com.

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Book Description John Wiley and Sons Ltd, United Kingdom, 2007. Hardback. Condition: New. 1. Auflage. Language: English. Brand new Book. Praise for Practical Negotiating: Tools, Tactics & Techniques "Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!" Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues." Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful." Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended." Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field." Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools." Dr. Rita Smith, Dean, Ingersoll Rand University. Seller Inventory # AAH9780470134856

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Book Description John Wiley and Sons Ltd, United Kingdom, 2007. Hardback. Condition: New. 1. Auflage. Language: English . Brand New Book. Praise for Practical Negotiating: Tools, Tactics Techniques Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation. Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager s Guide to Building Relationships That Work There is something in this book for the most experienced negotiator and the novice. Gosselin s no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone! Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love Em or Lose Em: Getting Good People to Stay Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues. Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it s practical, thoughtful, and insightful. Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended. Steve Hopkins, Publisher, Executive Times Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field. Keith G. Slater, former director of International Development, Ingersoll Rand This book is aptly titled as it provides the practical how to for planning and executing effective negotiations. It s rich with examples, exercises, and reusable tools. Dr. Rita Smith, Dean, Ingersoll Rand University. Seller Inventory # AAH9780470134856

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Book Description John Wiley & Sons. Hardcover. Condition: New. 228 pages. Dimensions: 9.2in. x 6.3in. x 1.0in.Praise for Practical Negotiating: Tools, Tactics and TechniquesPractical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation. Terry R. Bacon, President, Lore International Institute and author of What People Want: A Managers Guide to Building Relationships That WorkThere is something in this book for the most experienced negotiator and the novice. Gosselins no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible ofeffective negotiating right near their desk and phone!Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love Em or LoseEm: Getting Good People to StayGosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues. Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage ThemForget the image of negotiation being a battlefield. Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, its practical, thoughtful, and insightful. Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting CompanySkip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended. Steve Hopkins, Publisher, Executive TimesGosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field. Keith G. Slater, former director of International Development, Ingersoll RandThis book is aptly titled as it provides the practical how to for planning and executing effective negotiations. Its rich with examples, exercises, and reusable tools. Dr. Rita Smith, Dean, Ingersoll Rand University This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Seller Inventory # 9780470134856

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