By Harry Mills

ISBN-10: 0814471986

ISBN-13: 9780814471982

To win on the online game of industrial, you have to be street-smart. The StreetSmart Negotiator distills the collective knowledge of the world's most sensible negotiators, supplying you with the ideas, strategies, and strategies you want to conquer even the main ruthless rivals in any state of affairs. you are going to : * plan an time table * examine the opposite social gathering * stay away from falling for normal persuasion strategies * counter adverse strikes * package deal proposals that generate stream * successfully alternate concessions * shut the hardest of bargains. that includes a confirmed seven-step version of real-world negotiation suggestions, this easy, easy-to-understand booklet delivers the sting you want to win on the bargaining desk.

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Ask: What is the most effective style to achieve my aims? Then match your style to the deal. ■ The most successful negotiators combine toughness with flexibility. Flexibility shows you’re prepared to work hard to achieve a win-win. StreetTalk I study people, and in every negotiation, I weigh how tough I should appear. I can be a killer and a nice guy. You have to be everything. You have to be strong. You have to be sweet. You have to be ruthless. DONALD TRUMP PROPERTY DEVELOPER AND CASINO OWNER R-E-S-P-E-C-T The seven steps to agreement Step 7 Tie up the loose ends Step 6 Close the deal Step 5 Exchange concessions Step 4 Probe with proposals Step 1 Ready yourself Step 2 Explore needs Step 3 Signal for movement Chapter Three STEP 2 EXPLORE NEEDS If I had nine hours to cut down a tree, I would spend six hours sharpening my axe!

Task: to summarize the progress to date and clarify points with questions. Ⅲ Appoint an observer. Task: to watch and monitor the verbal and non-verbal messages. Ⅲ Appoint an analyst. Task: to record and analyze all the numbers and other data. The pattern of offers and concessions invariably provides insights into the other side’s objectives and priorities. StreetTalk Forming teams on the basis of matching the other team’s numbers is not very sensible. A well-briefed team need not be the same size as the other side’s.

Use the ‘‘will I sleep at night’’ test. Before signing any deal ask, if this deal turns sour will I sleep at night? If your answer is no, do not proceed. StreetTalk Avoiding Risk: Corbin Robertson owns the largest private coal reserves in the USA—21 billion tons. In 1969, Robertson lost money when he tried to mine a deposit that was riddled with Civil War tunnels. Ever since, Robertson has let experienced operators carry the risk and costs of mining while he collects a predictable—and insulated—royalty and annual fee for every ton extracted.

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The streetsmart negotiator: how to outwit, outmaneuver, and outlast your opponents by Harry Mills


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