Negotiation

Tracy, Brian
BRIAN TRACY is the Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. One of the top business speakers and authorities in the world today, he has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the United States and more than 60 countries worldwide. He has written 55 books and produced more than 500 audio and video learning programs on management, motivation, and personal success.

The art of negotiation has become an essential element of almost all our interactions in every area of life. Enhancing our ability to negotiate effectively affects not only business contracts and career opportunities but also our personal relationships. Simply put, those who don't negotiate well risk falling victim to those who do.Success expert Brian Tracy has negotiated millions of dollars' worth of contracts during his career and has learned firsthand all the tips, tools, strategies, and things to avoid that are necessary for anyone to become a master negotiator. In Negotiation, a practical, concise guide, Tracy teaches readers how to:- Utilize the six key negotiating styles - Harness the power of emotion in hammering out agreements - Prepare like a pro and enter any negotiation from a position of strength- Gain clarity on areas of agreement and disagreement - Develop win-win outcomes - Know when and how to walk away - Apply the Law of Four - Plus much moreWithin the pages of this invaluable guide, begin mastering the art of negotiation. No other life-skill can impact you as broadly as learning how to negotiate well--saving you time and money, making you more effective in all areas of life, and contributing substantially to your career.

Few things have as broad an effect on your life and career as the ability to negotiate well.

CONTENTS
Introduction 1
1 Everything Is Negotiable 5
2 Overcome Your Negotiation Fears 9
3 The Types of Negotiating 14
4 Lifetime Business Relationships 19
5 The Six Styles of Negotiating 24
6 The Uses of Power in Negotiating 29
7 Power and Perception 32
8 The Impact of Emotions on Negotiation 36
9 The Element of Time in Decisions 40
10 Know What You Want 45
11 The Harvard Negotiation Project 48
12 Preparation Is the Key 51
13 Clarify Your Positions-and Theirs 56
14 The Law of Four 61
15 The Power of Suggestion in Negotiating 66
16 Persuasion by Reciprocation 71
17 Persuasion by Social Proof 76
18 Price Negotiating Tactics 80
19 The Walk-Away Method 85
20 Negotiations Are Never Final 89
21 The Successful Negotiator 93
Index 99
About the Author 103