Tesco
Say Less, Get More
Book

Say Less, Get More

Unconventional Negotiation Techniques to Get What You Want

Fotini Iconomopoulos
HarperCollins, 2021

Read or listen offline

  • 0.5×
  • 0.75×
  • 1×
  • 1.25×
  • 1.5×
  • 1.75×
1×

Editorial Rating

8

Qualities

  • Applicable
  • Concrete Examples
  • Inspiring

Recommendation

Skillful negotiation can enhance all aspects of your life, but fear can keep you from asking for what you want. Negotiation and communication expert Fotini Iconomopoulos aims to help you overcome anxieties surrounding negotiation by grounding her negotiation strategies in the latest research. She offers a specific set of negotiation tactics that you can apply easily. Whether you want to petition your family for more alone time or ask for a salary increase, Iconomopoulos shares applicable strategies to become a more effective negotiator.

Take-Aways

  • Seize everyday negotiation opportunities to improve the quality of your life.
  • The negotiation spectrum spans from competitive “my way” to collaborative “our way” styles.
  • If you appear powerless, you won’t have leverage in negotiations.

About the Author

Fontini Iconomopoulos is a Schulich School of Business professor of MBA Negotiations. She works to empower Fortune 500 executive teams to achieve their goals.

Comment on this summary or Iniciar a Discussão

  • Avatar
    Sign in to share your opinion
  • Avatar
    J. H. 3 years ago
    Useful but nothing new, Getting to Yes says the same things. Basically dont be greedy, arrogant and listen well. Hold your nerve and negotiating isnt, cant be, a zero sum game
  • Avatar
    M. S. 3 years ago
     very good explanations for a successful negotiation. Pausing is indeed very important not to be in a difficult position during the negotiation