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Because so much of our work and personal lives involve resolving differences, the ability to negotiate effectively is an essential life skill. When we buy and sell material goods, sell one's ideas, and solve problems that involve others, negotiation gets us what we want. It's a way to get one's fair share, whether it's getting approval from a boss on a new project, settling a dispute, or getting a new car. Unfortunately, many people are uncomfortable with the act of negotiating.
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Updated with completely new tactics and strategies, HOW TO BECOME A BETTER
NEGOTIATOR, Second Edition by Richard A. Luecke and James G. Patterson (AMACOM;
March 18, 2008; $12.00 Paperback) gives even the most negotiation-shy readers a
comprehensive, crash-course in the same proven strategies and methods used by
professional negotiators. Packed with fill-in-the-blank sections, tips, quizzes,
and chapter reviews, the book covers important topics such as listening,
assertiveness, how to deal with hostile opponents, and much more.
Readers of every negotiation skill level will receive powerful guidance that
will allow them to arrive at a successful conclusion for every situation. HOW TO
BECOME A BETTER NEGOTIATOR lets novice negotiators in on:
- the common characteristics shared by great negotiators;
- different tactics for handling conflict (and when to use each one)
- how to plan and carry out a successful negotiation strategy
- and proven methods for counteracting the tactics of others
As the book testifies, mastering the art of negotiation doesn't have to be
complicated or difficult. Anyone can learn simple, effective tactics for getting
what they feel is right. According to authors Luecke and Patterson, anyone can
learn to be a good negotiator if they know what they want and what they are
willing to give up; they know (or have a good idea) what the other side wants
and what it is willing to give up; they come to the table with a "how can we
both win" attitude; and finally, they are skilled in problem solving, listening,
basic conflict management, and in the uses of tactics and strategies in
negotiating. These skills and more are covered in this practical guide.
In addition, the book now features new chapters on: preparation (including
identifying issues and interests and determining alternatives to a deal and
reserve price); the five basic steps of negotiation and "doing the deal;" and
typical negotiating pitfalls and how to avoid them.
The art of negotiation is a key skill anyone can use to improve their life
and career. This updated edition of a trusted guide shows readers how they can
achieve anything they want.
About the Authors:
Richard A. Luecke has negotiated over one hundred contracts with
individuals, businesses, and nonbusiness institutions. He is a freelance
business writer and publishing executive whose articles have been published by
Oxford University Press, John Wiley & Sons, and Harvard Business School Press.
He lives in Salem, Massachusetts.
James G. Patterson is a training consultant who has taught leadership
and communication skills for the U.S. Army Military Intelligence School. He
lives in Tucson, Arizona.
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