Gain the Edge! Negotiating to Get What You Want

Name: Gain the Edge! Negotiating to Get What You Want
Price: 2.7 USD
Availability: InStock
ISBN: 9780312322823

ISBN-10: 0312322828

ISBN-13: 9780312322823

Edition: 2006

Authors: Martin Latz

List price: $18.99

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Description:

"Martin Latz’s Gain the Edge! is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, Gain the Edge! is clear, concise, and unfailingly useful." --Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns There's always more to learn about negotiation. That one new strategy or tactic you gain from this book may make the difference between your walking away a winner and leaving empty-handed. The margin of difference can be infinitesimal, yet the ramifications…

Book details

List price: $18.99
Copyright year: 2006
Publisher: St. Martin's Press
Publication date: 12/27/2005
Binding: Paperback
Pages: 384
Size: 5.53" wide x 8.29" long x 1.06" tall
Weight: 0.726
Language: English



Introduction



The Strategic Template: Latz's Five Golden Rules



Golden Rule One: Information Is Power--So Get It



Golden Rule Two: Maximize Your Leverage



Golden Rule Three: Employ "Fair" Objective Criteria



Golden Rule Four: Design an Offer-Concession Strategy



Golden Rule Five: Control the Agenda



Making the Golden Rules Work for You



Personality Tendencies--Style Issues



Ethics Make a Bottom-Line Difference



Use a Situation-Specific Strategy



Common Negotiation Problems and Their Solutions



Applying These Strategies to Real-Life Situations



Garden-Variety Business Negotiations



Salary Negotiations



Family Negotiations



Car Negotiations



House Negotiations


Conclusion


Gain the Edge! Strategic Guide to Effective Negotiations


Acknowledgments


Notes


Index