Summary of Negotiate Your Way to Riches

How to Convince Others to Give You What You Want

Career Press, more...

Buy the book

Negotiate Your Way to Riches book summary
To be a strong negotiator, know your stuff, know their stuff, control the process and don’t be afraid to turn up the heat.


9 Overall

10 Applicability

8 Innovation

8 Style


If you have participated in negotiations before, you'll know how to decide what sections of the plentiful advice here apply to your needs. From the most basic and self-evident advice (get it in writing) to the psychological (stay friendly) to the more sophisticated (be aware of your opponent's culture), author Peter Wink tries to cover a variety of negotiating situations and tactics. His suggestions vary from hardball (turn up the heat and use uncomfortable chairs), which may be difficult to implement, to puffball (walk away smiling), depending on what your opponent throws at you. And if he sounds a little paranoid when describing negotiations that went wrong, take his experiences as a cautionary warning. If you need to do a better job of getting what you want, recommends this useful guide. Much of its advice will be helpful and applicable - just think like a negotiator and choose wisely.

In this summary, you will learn

  • Negotiating strategy
  • Effective tactics to use during negotiations
  • How to establish trust and communication
  • How to counter negotiating tricks


The First Steps
Approach negotiations strategically by planning in detail how to get what you want. Set up your tactics, the deliberate steps you are going to take to put your plan into action. Understand your "leverage," the advantages that will help you convince the other side that you...
Get the key points from this book in less than 10 minutes. Learn more about our products or log in

About the Author

Peter Wink is president of his own management and marketing consulting company called Promoter Extraordinaire. His clients have included Sweet Traditions L.L.C./Krispy Kreme Doughnuts, BluBlocker Corporation, HairDiamong International and others.

Comment on this summary

  • Avatar
  • Avatar
    Vinod Kodepaka 6 months ago
    Good concise summary of this book. Negotiation is always tricky and this tips will prime readers to at least navigate in an informed manner.

More on this topic

Customers who read this summary also read

More by category