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How to Become a Better Negotiator

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How to Become a Better Negotiator

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Whether it's at home or at work, so much of our lives involves negotiating to get what we want.


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.

Updated with completely new tactics and strategies, How to Become a Better Negotiator, 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
  • 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.

Additional Information

Additional Information

ISBN 978-0814400470
Publication Date 18-Mar-08
Author Richard A. Luecke and James G. Patterson
Format Paperback
Page Count 112 pages
Manufacturer AMACOM/American Management Association