Win Win Negotiator: How to Negotiate Favorable Agreements That Last - Hardcover

Reck, Ross R.; Long, Brian G.

9780961672218: Win Win Negotiator: How to Negotiate Favorable Agreements That Last

Hardcover

ISBN 10: 0961672218 ISBN 13: 9780961672218

Publisher: Spartan Pubns, 1987

In today's age of head-to-head competition, it's the Win-Win negotiator who always comes out on top -- while making his employees, fellow workers and even his competition look good, too. Now, two of the nation's leading experts in negotiation and sales training share the powerful secrets to success in business -- and in life -- with "The Win-Win Negotiator." Discover:

* Why the best agreements are the ones that work for both parties
* Why Win-Win plans are the first step to success, and how you can put them into action today
* The importance of getting to know people "before" you do business -- with the three simple steps for developing Win-Win relationships
* How holding up your end of any deal paves the way for more Win-Win negotiations

SOLVE PROBLEMS, OVERCOME OBSTACLES, GET TO YES -- AND BEYOND!

Whether you're negotiating a salary, a sale or a personal relationship, getting what you want is not just an achievement -- it's a way of life.

In the tradition of "The One Minute Manager," this easy-to-understand book reveals how you can become a dynamic, Win-Win negotiator today.

"synopsis" may belong to another edition of this title.

About the Author:

Ross R. Reck, Ph.D., is an author, consultant, speaker and the president of Ross Reck and Associates, a Phoenix-based management development and consulting firm. Dr. Reck received his Ph.D. in 1977 from Michigan State University. From 1975 to 1985, he served as a professor of management at Arizona State University. He is also author of Turn Your Customers Into Your Salesforce. A compelling and dynamic speaker, Dr. Reck has been featured at hundreds of meetings, conferences and conventions. For information regarding Dr. Reck's consulting services or his speaking availability, please call: 1-800-369-0751.

Chapter 1

Once there was a bright young man who was searching for the secret to success.

His goal was simple: He wanted to be successful in both his professional and private lives.

The young man's search took him to many different parts of the world.

He visited extensively with many successful company presidents, board chairmen, managers, inventors, authors, politicians, movie stars, and television personalities. He took careful notes of what each of these very successful people told him.

These visits taught him many things. He learned that a businessman could not be successful if he couldn't convince other people to buy his product or service. A manager could not be successful unless he could convince his subordinates to enthusiastically carry out his decisions. Likewise, a politician could not be successful unless he could convince other people to accept his point of view.

The more people the young man visited and the more he thought about all that he had seen and heard, the more clearly the message came into focus.

"It's painfully simple," the young man finally concluded. "The secret to success is being able to effectively deal with people. This means that the more effectively I can deal with other people, the more successful I can become."

The young man was excited about having discovered the secret to success and was anxious to improve his ability to effectively deal with people. While doing some initial research, he discovered a whole field of knowledge dedicated to effectively dealing with people. This field was called NEGOTIATION.

"Excellent!" thought the young man. This should be easier than I thought, since there are dozens of books written about negotiation and I get brochures in the mail all the time for negotiation seminars.

During the next year the young man read several negotiation books and attended a number of seminars. He was fascinated by all that he was taught. He learned about the "hard nosed" style of negotiation and about the "nice guy" or "soft" style. He also learned a number of tactics and tricks which he could use to out-fox his negotiation opponents.

The young man was now more excited than ever. Everything seemed like it was going to be so easy. "Success," he thought, "is just around the corner."

One by one, the young man tried to put the ideas he had learned into practice. Much to his dismay, however, the results he experienced were very disappointing. When he tried the hard-nosed method of negotiating, he discovered that it generated more animosity and resentment from the people he was dealing with than agreement. When he tried the "nice guy" approach, he found hard-nosed negotiators took advantage of him. Finally, he found that using tactics and tricks to out-fox the people he dealt with tended to undermine his credibility rather than resolve problems.

Discouraged, but still convinced that being able to effectively deal with people was the secret to success, the young man pondered his poor performance as a negotiator. "Surely there's got to be a better way," he thought.

That evening, as he was reading the paper, the young man came across a feature story about a man from a nearby city who was acclaimed as the "negotiator's negotiator." The story centered on how this man had successfully negotiated a solution to a seemingly hopeless and sticky problem. The writer of the article was so impressed with this man's record as a successful negotiator that he referred to him as a "master of the game."

"This guy sounds like a sure winner," thought the young man. "I'll bet he's got the world by the tail. I wonder if he might be willing to share some of the secrets of his success with me."

On the next day, to satisfy his curiosity, the young man telephoned the negotiator's secretary. He explained that he had read some fascinating things about her boss's exploits as a negotiator, and wondered if he would be willing to share some of his secrets with him.

"Why, of course!" replied the secretary. "He loves to talk to people about negotiating."

"You really don't think he'll mind?" asked the young man.

"Heavens no," replied the secretary. "In fact, you're the second person this week to call for an interview. When would you like to see him?" asked the secretary. "He's available all week, except Tuesday and Thursday afternoons."

"Is that when he holds his staff meetings?" asked the young man.

"No," chuckled the secretary. "That's when he plays golf."

"Golf!" exclaimed the young man. "He must really be something if he can afford the time to go golfing twice a week."

"That he is," replied the secretary. "He golfs at least twice a week. I think you'll understand why after you talk to him. Now, when would you like your appointment?"

"How about Thursday at 10:00 a.m.?" asked the young man.

"Fine," said the secretary. "We'll look forward to seeing you then."

The young man was both curious and fascinated. He was looking forward to meeting this special person.

"About this title" may belong to another edition of this title.