描述
开 本: 32开纸 张: 胶版纸包 装: 精装是否套装: 否国际标准书号ISBN: 9780385518499
We find ourselves engaged in various kinds of negotiations
every day, from trying to land a new account or win a promotion at
work, to buying a house or a car, or bargaining down a cell phone
bill, or settling a dispute with a friend or spouse. In this
groundbreaking book, negotiation expert Ed Brodow shows us how to
settle conflicts amicably to reach a win-win solution every
time.
Using the no-nonsense, results-oriented boot camp approach,
Brodow drills readers on the basic skills needed to master the art
of negotiation. After completing Brodow’s basic training program,
you will have learned how to:
· Conquer your fear of confrontation and overcome the negative
behaviors that hold you back
· Identify and develop your personal negotiation style
· Assess the other side’s strengths and weaknesses
· Get the other side to make concessions without giving up any of
your goals
· Master the art of listening to understand the other side’s
position and strengthen your own
· Avoid getting sidetracked by personal or emotional issues
· Create an atmosphere of trust in which the other party is a
collaborator rather than a competitor
· Break through impasses and close the deal
Using a wealth of examples from real-life encounters, Brodow
demonstrates how to negotiate for things most readers never knew
were negotiable, such as department store purchases, medical costs,
loan rates, phone bills, and credit card fees. He reveals how to
develop the skills and the confidence each of us need to negotiate
successfully, and achieve our goals at work and in our personal
lives.
”Brodow (Beating the Success Trap) covers familiar territory
in this primer on common negotiations like buying a new home or
asking for a raise at work. There are also plenty of lists, such as
10 traits for successful negotiation (including being a good
listener and knowing when to walk away), and three rules for
achieving a win-win outcome. There are no surprises: the pointers
are all along the lines of “ask for a better outcome than you are
willing to settle for” and “make minor concessions.” But Brodow
brings a straightforward delivery to his material, based on a
long-running seminar he’s presented to blue-chip clients like
Microsoft, Starbucks and Goldman Sachs. Drawing heavily upon his
own professional and personal experiences as a U.S. Marine and a
professional actor, he shows how to achieve “win-win” scenarios in
various settings, suggesting that such collaborations are what
makes negotiation one of humanity’s greatest accomplishments.
Readers who aren’t looking for revolutionary techniques will find
that Brodow’s tactics get the job done.”
–Publishers Weekly
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