Negotiation: The Brian Tracy Success Library

Description

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. Content: CONTENTS Introduction 1 1 Everything Is Negotiable 5 2 Overcome Your Negotiation Fears 9 3 The Types of Negotiating 14 4 Lifetime Business Relationships 19 5 The Six Styles of Negotiating 24 6 The Uses of Power in Negotiating 29 7 Power and Perception 32 8 The Impact of Emotions on Negotiation 36 9 The Element of Time in Decisions 40 10 Know What You Want 45 11 The Harvard Negotiation Project 48 12 Preparation Is the Key 51 13 Clarify Your Positions-and Theirs 56 14 The Law of Four 61 15 The Power of Suggestion in Negotiating 66 16 Persuasion by Reciprocation 71 17 Persuasion by Social Proof 76 18 Price Negotiating Tactics 80 19 The Walk-Away Method 85 20 Negotiations Are Never Final 89 21 The Successful Negotiator 93 Index 99 About the Author 103