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The Only Negotiating Guide You'll Ever Need

by: STARK, PETER B.FLAHERTY, JANE

The Only Negotiating Guide You'll Ever Need

by: STARK, PETER B.FLAHERTY, JANE

ISBN 13:
9780767915243
ISBN 10:
0767915240
Edition: 1st
Format: Trade Paper
Copyright: 09/09/2003
Publisher: Crown Business
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The Only Negotiating Guide You'll Ever Need > ISBN13: 9780767915243

Summary

The Essential Guide to the Power of Persuasion InThe 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.

Author Biography

Peter B. Stark is president of Peter Barron Stark & Associates, Inc.

Introduction: Why Another Book on Negotiation?
The Skillful Negotiator	p. 1
What Is Negotiation?	p. 3
Negotiation's Four Possible Outcomes	p. 9
The Three Critical Elements: Time, Information, and Power	p. 17
Questioning Skills: How to Uncover Your Counterpart's Needs	p. 27
Listening Skills: A Powerful Key to Successful Negotiating	p. 37
Nonverbal Behavior: The Language of Negotiating	p. 45
Building Trust in Negotiation	p. 53
Sharks, Carp, and Dolphins: Your Negotiating Counterparts	p. 61
The Role of Negotiating Styles	p. 67
Preparing to Negotiate	p. 81
101 Tactics for Successful Negotiation	p. 95
Index of Tactics	p. 201
Acknowledgments	p. 209
Endnotes	p. 211
Bibliography	p. 213
Index	p. 215
Table of Contents provided by Blackwell. All Rights Reserved.

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Excerpts

Excerpted from The Only Negotiating Guide You'll Ever Need: 101 Ways to Win Every Time in Any Situation by Peter B. Stark, Jane Flaherty
All rights reserved by the original copyright owners. Excerpts are provided for display purposes only and may not be reproduced, reprinted or distributed without the written permission of the publisher.