Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin (English) Har

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Conflict is inevitable! Therefore -- Negotiation is a survival skill. From the sandbox to the Sinai, each of us needs a method to reach workable agreements or we suffer the consequences of unresolved conflicts.

FORMATHardcover LANGUAGEEnglish CONDITIONBrand New Publisher Description

Praise for Practical Negotiating: Tools, Tactics & Techniques "Practical Negotiating is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."—Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!"—Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."—Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful."—Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."—Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."—Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."—Dr. Rita Smith, Dean, Ingersoll Rand University

Back Cover

Praise for Practical Negotiating: Tools, Tactics & Techniques "Practical Negotiating is an innovative, resourceful, and--as its name implies--practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." --Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense'prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!" --Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues." --Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.'Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training--clear, concise, and practical. You can apply the process immediately. A handbook for life, it's'practical, thoughtful, and insightful." --Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating . After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended." --Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field." --Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools." --Dr. Rita Smith, Dean, Ingersoll Rand University

Flap

Practical Negotiating: Tools, Tactics & Techniques 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 nego-tiation for business and for life. Over the course of twenty years of teaching and consulting on negotiation, executive trainer Tom 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.

Author Biography

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. For more information,

Table of Contents

Acknowledgments. 1 The Need for Negotiation. Conflict in Our Lives. Process of Exchange. Introduction to Planning and Executing the Negotiation. Audience for Practical Negotiating. SECTION ONE: PLANNING THE NEGOTIATION. 2 Wants and Needs. Win-Win Agreements. Wants versus Needs. Case Analysis. Practical Application. 3 Setting Objectives and Determining Positions. Needs and Objectives. Creating a Needs/Objectives Matrix. Determining Position and Settlement Range. Practical Application. 4 Currencies and Concessions. Currencies of Exchange. Concessions. Making Positive Exchanges. Practical Application. 5 Power in Negotiation. The Paradox of Power. The Rule of Power in Negotiation. Practical Application. Case Analysis. Practical Negotiating: Planning Guide—Part 1. SECTION TWO: EXECUTING THE NEGOTIATION. 6 Negotiation Model: Stages with Critical Tasks. Stages: The Negotiation Process Road Map. Practical Application. 7 Negotiating Styles and Key Skills. The Difference between Negotiation Styles and Skills. Choosing the Best Overall Approach. Negotiation Styles. Key Skills. Practical Application. 8 Win-Win Tactics. Tactics Defined. Win-Win Tactics. Practical Application. 9 Adversarial Tactics and Countertactics. Adversarial Tactics. Practical Application. 10 Tactical Orientation. How to Determine Your Tactical Orientation. Tactical Orientation Continuum. Practical Application. 11 Special Negotiation Situations. Negotiating in Buy and Sell Situations. Internal Negotiations. Negotiating with Your Boss. Team Negotiations. Practical Application.7 12 Putting It All Together. Practical Negotiating: Planning Guide—Annotated. Conclusion. Appendix A: Negotiation Style Survey. Appendix B: Practical Negotiating: Planning Guide. Step 1. Step 2. Step 3. Step 4. Step 5. Step 6. Step 7. Step 8. Notes. Bibliography. Index.

Review

"Practical Negotiating is an innovative, resourceful, and?as its name implies?practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."?Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!"?Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."?Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them"Forget the image of negotiation being a battlefield. Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training?clear, concise, and practical. You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful."?Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company"Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."?Steve Hopkins, Publisher, Executive Times"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation?of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."?Keith G. Slater, former director of International Development, Ingersoll Rand"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."?Dr. Rita Smith, Dean, Ingersoll Rand University

Long Description

Praise for Practical Negotiating: Tools, Tactics & Techniques "Practical Negotiating is an innovative, resourceful, and--as its name implies--practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation." --Terry R. Bacon, President, Lore International Institute and author of What People Want: A Managers Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselins no-nonsense'prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!" --Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love Em or LoseEm: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues." --Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield.'Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training--clear, concise, and practical. You can apply the process immediately. A handbook for life, its'practical, thoughtful, and insightful." --Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating . After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended." --Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field." --Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical how to for planning and executing effective negotiations. Its rich with examples, exercises, and reusable tools." --Dr. Rita Smith, Dean, Ingersoll Rand University

Review Text

"Practical Negotiating is an innovative, resourceful, and?as its name implies?practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation."?Terry R. Bacon, President, Lore International Institute and author of What People Want: A Manager's Guide to Building Relationships That Work "There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!"?Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of Love' Em or Lose'Em: Getting Good People to Stay "Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues."?Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of Why CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them "Forget the image of negotiation being a battlefield. Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training?clear, concise, and practical. You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful."?Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company "Skip the workshops and buy Practical Negotiating. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. Practical Negotiating will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended."?Steve Hopkins, Publisher, Executive Times "Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation?of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field."?Keith G. Slater, former director of International Development, Ingersoll Rand "This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools."?Dr. Rita Smith, Dean, Ingersoll Rand University

Details ISBN0470134852 Author Tom Gosselin Short Title PRAC NEGOTIATING Language English ISBN-10 0470134852 ISBN-13 9780470134856 Media Book Format Hardcover Illustrations Yes Year 2007 Birth 1948 Edition 1st Subtitle Tools, Tactics & Techniques Imprint John Wiley & Sons Inc Place of Publication New York Country of Publication United States DOI 10.1604/9780470134856 UK Release Date 2007-06-12 AU Release Date 2007-05-11 NZ Release Date 2007-05-11 Pages 240 Publisher John Wiley & Sons Inc Publication Date 2007-06-12 DEWEY 658.4052 Audience Professional & Vocational US Release Date 2007-06-12 We've got this

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