Practical Negotiating: Tools, Tactics, & Techniques

  • 2h 34m
  • Tom Gosselin
  • John Wiley & Sons (US)
  • 2007

Whether you know it or not, you probably negotiate every day. At work, at home, and in public, you negotiate to resolve conflicts and make deals almost constantly. Because conflict is inevitable, successfully negotiating and resolving conflicts is a survival skill you need in order to succeed in work and in life.

Practical Negotiating teaches the art of negotiation for business and for life. Over the course of twenty years of teaching and consulting on negotiation, executive trainer from Gosselin has developed a proven system for teaching the vital skills and tactics of successful negotiation. Using a step-based framework, he shows you how to prepare the groundwork, master various negotiation tactics, and work towards fair resolutions that satisfy all parties.

Negotiation doesn’t begin at the table. It starts with preparation. Gosselin prepares you for success by showing you how to identify your underlying needs and those of your opponent, how to develop objectives and establish a position, how to use currencies and concessions, and how to assess your power position in negotiation situations.

The second part of this practical guide covers the execution stage of negotiations, presenting a stage- and task-based model that keeps you squarely on track. You’ll learn how to identify your style, become more flexible, develop a variety of skills, select and implement the right tactic for a win-win outcome, and respond coolly and intelligently to adversarial situations and difficult people.

The art of negotiation isn’t a game. It’s a serious process with a beginning, middle, and end. Use the right model and master the right skills, and you’ll excel at this vital practice that can get you anywhere in life. Practical Negotiating shows how you can plan and execute negotiations that reach better, more fulfilling conclusions for all parties involved—especially you.

About the Author

Tom Gosselin is a consultant and instructor with more than twenty years of experience training executives, managers, and salespeople. He is a member of the National Speakers Association and his corporate clients include Philips, MCI, and ExxonMobil Research & Engineering, among others.

In this Book

  • Practical Negotiating—Tools, Tactics, & Techniques
  • The Need for Negotiation
  • Wants and Needs
  • Setting Objectives and Determining Positions
  • Currencies and Concessions
  • Power in Negotiation
  • Negotiation Model: Stages with Critical Tasks
  • Negotiation Styles and Key Skills
  • Win-Win Tactics
  • Adversarial Tactics and Countertactics
  • Tactical Orientation
  • Special Negotiation Situations
  • Chapter 12: Putting It All Together
  • Notes
  • Bibliography