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, getAbstract.com 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; and
- How to counter negotiating tricks.
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.
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Comment on this summary
3 years agoGood concise summary of this book. Negotiation is always tricky and this tips will prime readers to at least navigate in an informed manner.