Negotiating For Success: Essential Strategies And Skills


We all negotiate on a daily basis. We negotiate with our spouses, children, parents and friends. We negotiate when we rent an apartment, buy a car, purchase a house and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers and other stakeholders. Contracting capability-the ability to negotiate and perform successful contracts-is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of "decision trees," which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations-and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract's legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: "Life is negotiation!" No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.



  • Condition: Used - Good
    HPB condition ratings
    • New: Item is brand new, unused and unmarked, in flawless condition.
    • Fine/Like New (F): Book may have been read. Looks new and has no defects. May show remainder marks. Used textbooks do not come with supplemental materials.
    • Near Fine (NF): Clean, with no defects, but may show slight wear at edges of book or dust jacket. Used textbooks do not come with supplemental materials.
    • Very Good (VG): Shows signs of wear. May have minor defects: clipped or chipped dust jacket; owner’s inscription; remainder mark; minor foxing or bumping. Used textbooks do not come with supplemental materials.
    • Good (G): Average used book with all pages present. May have any of the defects above to a greater degree, including highlighting, library markings, or loose bindings. Rare and collectible books may have cocked spine, cracked hinges, water stains; torn or repaired dust jacket. Used textbooks do not come with supplemental materials.
    • Fair (FR): May be very worn, soiled, torn, or barely holding together. Used textbooks do not come with supplemental materials.
    • Poor (P): May have extensive damage from moisture or insects; detached boards; parts may be missing; marginally salable unless very unusual. Used textbooks do not come with supplemental materials.
    Conditions Guide
  • Format: Paperback
  • Sold by: HPB Tukwila
  • Seller rating:
  • Language: English
  • Publisher: Createspace Independent Pub
  • ISBN-13: 9780990367192
  • ISBN: 0990367193
  • Publication Year: 2014



Loading...
Loading marketplace...
HPB condition ratings
  • New: Item is brand new, unused and unmarked, in flawless condition.
  • Fine/Like New (F): Book may have been read. Looks new and has no defects. May show remainder marks. Used textbooks do not come with supplemental materials.
  • Near Fine (NF): Clean, with no defects, but may show slight wear at edges of book or dust jacket. Used textbooks do not come with supplemental materials.
  • Very Good (VG): Shows signs of wear. May have minor defects: clipped or chipped dust jacket; owner’s inscription; remainder mark; minor foxing or bumping. Used textbooks do not come with supplemental materials.
  • Good (G): Average used book with all pages present. May have any of the defects above to a greater degree, including highlighting, library markings, or loose bindings. Rare and collectible books may have cocked spine, cracked hinges, water stains; torn or repaired dust jacket. Used textbooks do not come with supplemental materials.
  • Fair (FR): May be very worn, soiled, torn, or barely holding together. Used textbooks do not come with supplemental materials.
  • Poor (P): May have extensive damage from moisture or insects; detached boards; parts may be missing; marginally salable unless very unusual. Used textbooks do not come with supplemental materials.
Conditions Guide
HPB condition ratings
  • New: Mint condition or still sealed (SS). Absolutely perfect in every way. New.
  • Fine/Like New (EX): No defects, little sign of use, well cared for. Plays perfectly. Close to new. Not necessarily sealed or unused, but close. Could be an unopened promotional or cut item. Sometimes called: mint-minus.
  • Very Good (VG): Will show some signs that it was played and otherwise handled by a previous owner who took good care of it.
  • Good (G): Attractive and well cared for, but no longer fresh. Minor signs of wear, scuffing or scratching, but will play almost perfectly. For vinyl: barely detectable crackles or pops.
  • Fair (FR): This item is in okay condition. For vinyl: good is not so good and the record may have low level crackles or pops when playing. CD: one or more tracks may skip.
  • Poor (P): Obviously well-worn and handled. Most vinyl collectors will not buy good or below, but some tracks on CD or vinyl will play.
Conditions Guide
HPB condition ratings
  • New: This movie is unopened and brand new.
  • Fine/Like New (EX): Near new. No defects, little sign of use. Plays perfectly. Not necessarily sealed or unused, but close. No skipping; no fuzzy or snowy frames in VHS.
  • Very Good (VG): Attractive and well cared for but no longer fresh. Minor signs of wear, but will play almost perfectly. For VHS: barely detectable distortion or very few fuzzy or snowy frames.
  • Good (G): This item is in okay condition and basically works well. There may be some minor distortion on VHS tape; slight scratching or wear on DVD.
  • Fair (FR): Basically plays, but may be obviously well-worn with some scratching or tape distortion.
  • Poor (P): Disc or tape is intact, but may be scratched or stretched. There may be skips or distortion or product defects.
Conditions Guide
×