Summary of How to Win Any Negotiation

Without Raising Your Voice, Losing Your Cool, or Coming to Blows

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How to Win Any Negotiation book summary
Negotiation is a game for nice guys. Win by being reasonable, willing to compromise and attentive to others’ needs.

Rating

7 Overall

8 Applicability

7 Innovation

7 Style

Recommendation

Robert Mayer’s hobby is collecting negotiating tricks, and over the past 40 years he seems to have encountered nearly all of them. Here, he presents 38 techniques that just about anyone can learn to use to negotiate everything from house prices to car leases to executive salaries. Nevertheless, you’ll encounter some bumps along the way. Meyer has to stretch a bit for his LANCER acronym, for example, and he sometimes lapses into jargon. Despite these minor problems, he is almost Solomonic in his ability to come up with ways to divide shares equitably among parties. getAbstract believes that both seasoned and novice negotiators can learn from Mayer’s wisdom. Next time you’re making an expensive purchase, you’ll be able to put his ideas to good use.

In this summary, you will learn

  • How to use negotiation techniques to achieve your goals
  • What the LANCER system is
  • What negotiation pitfalls to avoid
 

Summary

Accentuate the Positive
People who win negotiations usually have a positive attitude and expect a lot from themselves. Negative attitudes breed failure. To win negotiations, master the concepts of LANCER: linkage, alignment, needs, control, evaluation and reading. Linkage...
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About the Author

Robert Mayer is a lawyer who has appeared on more than 130 radio and TV shows, and has conducted negotiating workshops for universities, government agencies, private companies and professional associations.


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