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Negotiate to Win: The 21 Rules for Successful Negotiating
Discover the Power
Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating,
Of Better Negotiating Negotiation is one skill everyone needs in order to get more of what they want -- to sell more, to keep costs down, to manage better, to strengthen relationships -- to win! Thomas shows you exactly how the best negotiators reach long-lasting positive solutions that build profits, performance, and relationships. This indispensable guide covers all you'll ever need to know about negotiating,
320 pages, Hardcover
First published September 1, 2005
About the author
Jim Thomas
89 books9 followersLibrarian Note: There is more than one author by this name in the Goodreads database.
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Displaying 1 - 11 of 11 reviews
August 26, 2015
Very practical book. It delivers what it promises and some more. I recommend it to pretty much every adult who has to deal with life situations, especially when they want to get their way.
February 4, 2024
One of the better books I have rea on Negotiations. While some of the theories are very similar to “Getting to Yes” (I.e. BATMA vs Envelope of Negotiation), the author goes into 21 rules that you should consider when negotiating. All 21 rules are divided into The Critical Rules, The Important but Obvious Rules, and the Nice to do Rules. The last part of the book gives examples of how to negotiate in different situations and could be skipped.
“The envelope of negotiations is the set of limitations within which you believe a given issue can be negotiated effectively. It consists of the opening, target, and bottom line positions = that you have selected for that issue. Setting an envelope for each anticipated issue is the one thing you must do before you negotiate. At the left edge is the issues opening position. You consider offers more assertive than this to be excessive. At the opposite edge is the bottom line, the absolute minimum you can accept on that issue.”
“You begin by offering the opening position set be the envelope for this issue. You the moderate your stance on the issue with a series of concessions that move you toward your target. You hope to have the other side agree to a resolution of the issue at or around your target (something that won’t be possible unless their bottom line on the issue equals or exceeds your target). If not, you continue making concessions, moving below your target towards your bottom line. If necessary, you will go all the way to your bottom line on the issue (but not actually reaching it until the deadline). Of the other side’s bottom line on the issue doesn’t equal or exceed yours, only deadlock – on the issue and the whole negotiation – is possible.”
“That’s a krunch. It is nothing more than an indication which needn’t even be verbal) to the other side that you have heard their offer, and you want a better one. Some people call the flinches or winces. Whatever you call them, there are literally thousands, from gentle (that does not give me a warm feeling) to ferocious (Are you on drugs?). Boiled down, they say the same thing: Do better. Give me more.”
“Always persuade first. Negotiate only when persuasion fails.”
“Don’t make concessions without seeing something in exchange.”
“Try avoid saying not to the other side. Yes If, is better.”
“The envelope of negotiations is the set of limitations within which you believe a given issue can be negotiated effectively. It consists of the opening, target, and bottom line positions = that you have selected for that issue. Setting an envelope for each anticipated issue is the one thing you must do before you negotiate. At the left edge is the issues opening position. You consider offers more assertive than this to be excessive. At the opposite edge is the bottom line, the absolute minimum you can accept on that issue.”
“You begin by offering the opening position set be the envelope for this issue. You the moderate your stance on the issue with a series of concessions that move you toward your target. You hope to have the other side agree to a resolution of the issue at or around your target (something that won’t be possible unless their bottom line on the issue equals or exceeds your target). If not, you continue making concessions, moving below your target towards your bottom line. If necessary, you will go all the way to your bottom line on the issue (but not actually reaching it until the deadline). Of the other side’s bottom line on the issue doesn’t equal or exceed yours, only deadlock – on the issue and the whole negotiation – is possible.”
“That’s a krunch. It is nothing more than an indication which needn’t even be verbal) to the other side that you have heard their offer, and you want a better one. Some people call the flinches or winces. Whatever you call them, there are literally thousands, from gentle (that does not give me a warm feeling) to ferocious (Are you on drugs?). Boiled down, they say the same thing: Do better. Give me more.”
“Always persuade first. Negotiate only when persuasion fails.”
“Don’t make concessions without seeing something in exchange.”
“Try avoid saying not to the other side. Yes If, is better.”
July 31, 2017
This was great, practical and logical. It was light and fun to read, and the tactics as well as the reasoning behind them were very thorough. After I finished it I felt that I was much more well-equipped to deal with everyday negotiations in almost every situation in life - not just in big deals, which was why I began the book in the first place.
July 27, 2018
Skipped the first chapter
Great book with excellent and practical tips.
Great book with excellent and practical tips.
January 7, 2022
Couldn't finish the book, it was so dry.
February 16, 2012
This is by far the best negotiating book I have read so far. It is a fun read and easy to follow. Techniques are practical. I use the information from this book every day both in business and personal negotiation relationships.
October 13, 2016
Have used the tools out of this book in both professional and personal life to successfully bring 2 parties together. Would recommend to anyone not just to those in fields that traditionally require negotiation.
April 22, 2014
Incredible stuff. This guide will give you pragmatic advice as to how successfully manage negotiations.
February 27, 2016
Great book. Had the luxury of actually taking a class at school from Jim. Very insightful .. Great simple concepts and applicable!
August 1, 2016
A very good read with loads of practical scenarios and examples.Personally loved when the author explains the do's and don't from the points of view of both the buyer and the seller.
January 25, 2008
Great book -- Very Practical read -
Displaying 1 - 11 of 11 reviews