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