The Everything Negotiating Book: Savvy Techniques For Getting What You Want --at Work And At Home (Everything®)

The Everything Negotiating Book: Savvy Techniques For Getting What You Want --at Work And At Home (Everything®)

Angelique Pinet

Language: English

Pages: 288


Format: PDF / Kindle (mobi) / ePub

What's the one thing you can do to improve both your business and personal life? Learn to negotiate. Negotiating effectively is the key to getting what you want when you want it. Negotiate well, and you maintain control in any situation, at home or at work. From purchasing a home and asking for a raise to compromising with spouses and children, The Everything Negotiating Book takes you step by step through the negotiating process, enabling you to:

  • Communicate your goals clearly and concisely
  • State your case effectively
  • Identify body language to read hidden clues
  • Compromise without giving in
  • Anticipate reactions and plan your responses
  • Maintain your composure and professionalism
  • Gain the advantage
  • Debate terms and conditions favorably
  • Decide when to walk away-and when to persist
  • And much, much more!

Whether you're planning a hostile takeover or debating with your spouse, The Everything Negotiating Book prepares you for the battle, and arms you with the skills you need to win.

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yourself against intimidators is to avoid stooping to their level. Stay calm, focused, and in control. When the other person starts raising his voice, keep yours at an even tone. Displaying no emotion whatsoever shows them that you’re not going to take the bait. You’re a professional, and you’re there to reach an agreement, not to get into a fight. Another way to deter these people from emotionally breaking you down is to get the focus back on the issues at hand. Ask open-ended questions so that

isn’t defused early, unnecessary conflicts could arise. Conducting Interrogations When a negotiator relies on questioning, it’s important to try and figure out what kind of information he is really looking for. Questions serve many functions, and not all of them conceal a hidden agenda. Nevertheless, it pays to be on your guard. Conversely, if you’re the one asking questions, consider formulating them in such a way as to get better responses. By learning to recognize various question

toward the end of the day when she’s eager to get as many sales as possible. • Determine how well the vendor knows her products by listening to her answers to shoppers’ questions. If she seems uncomfortable giving information, she probably doesn’t know that much. Usually, if a person doesn’t know the details about what she’s selling, she won’t negotiate with you because she doesn’t want to get ripped off. • When buying more than a few items from one vendor, ask for a discount. If you’re unable

understanding your objectives. Prioritizing goals and devising a plan for reaching them will give you a deeper understanding of what you need to accomplish during the negotiation. Prioritizing Your Goals Your main goal should be the impetus of your entire argument. If you want to buy a car because you need a way to get to work every morning, your main goal is to buy a reliable vehicle. Secondary goals will include whether you want a new or used automobile; whether you prefer a truck, an

bogey, 72 crunch, 71–72 decoys, 66 escalation, 72 fl inching, 71 funny money, 71 good guy/bad guy, 64–65 lowballing, 71 nibbling, 69–70 red herrings, 71 shills, 65–66 straw-man techniques, 67–68 surprise twists, 68–69 Trust approachability and, 219–20 with body language, 120 building, 120, 218–21 keeping your word for, 220–21 openness and, 218– 19, 234–35 people incapable of, 218 setting tone for, 218–19 U Uncooperative personalities. See Evasive and uncooperative

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