Negotiation
- 1h 10m
- Brian Tracy
- AMACOM
- 2013
Negotiation is an essential element of almost all of our interactions—personally and professionally. It’s part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who don’t negotiate well risk falling victim to those who do.
Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to:
- Utilize the six key negotiating styles
- Harness the power of emotion in hammering out agreements
- Use time to your advantage
- Prepare like a pro and enter any negotiation from a position of strength
- Gain clarity on areas of agreement and disagreement
- Develop win-win outcomes
- Use the power of reciprocity
- Know when and how to walk away
- Apply the Law of Four
- Plus much more
Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy’s trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.
About the Author
Brian Tracy is a professional speaker, trainer, seminar leader, and consultant, and chairman of Brian Tracy International, a training and consulting company based in Solana Beach, California.
Brian bootstrapped his way to success. In 1981, in talks and seminars around the U.S., he began teaching the principles he forged in sales and business. Today, his books and audio and video programs—more than 500 of them—are available in 38 languages and are used in 55 countries.
He is the bestselling author of more than fifty books, including Full Engagement and Reinvention.
In this Book
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Everything Is Negotiable
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Overcome Your Negotiation Fears
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The Types of Negotiating
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Lifetime Business Relationships
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The Six Styles of Negotiating
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The Uses of Power in Negotiating
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Power and Perception
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The Impact of Emotions on Negotiation
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The Element of Time in Decisions
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Know What You Want
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The Harvard Negotiation Project
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Preparation Is the Key
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Clarify Your Positions—and Theirs
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The Law of Four
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The Power of Suggestion in Negotiating
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Persuasion by Reciprocation
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Persuasion by Social Proof
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Price Negotiating Tactics
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The Walk-Away Method
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Negotiations Are Never Final
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The Successful Negotiator
