Negotiating Skills

by Robert Heller and Tim Hindle

It's true that negotiating skills are learned over a lifetime, but this itty-bitty handbook aims to distill a lifetime's worth of deal-making lessons into 72 snazzily laid-out pages... and often even... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0789424487
• ISBN13: 9780789424488
• Release Date: January 1998
• Publisher: DK Publishing (Dorling Kindersley)
• Length: 72 Pages
• Weight: 0.30 lbs.
• Dimensions: 0.2" x 5.0" x 7.0"

Customer Reviews

Compact And Useful Negotiation Guide

This book is a very good introduction to negotiating. Though it is geared to business to business negotiations, it contains many useful tenants valuable in any type of negotiation, including home and car purchases, and to a limited extent job offers. I found many of the important bullet points to be especially succinct and well written, and recommend this guide for them alone. The text is generally well illustrated, though a few of the diagrams are a bit superfluous and less than helpful. This is an excellent compact guide and is handy as either an introduction or a refresher course on negotiating. I recommend it along with the rest of the series.

For managers, but could be useful for anyone to read...

Tim Hindle is the founder of Working Words, a consulting firm specializing in business communications. He knows what it takes to negotiate and then close a deal. Negotiating Skills shows you how to start from a strong position and then find common ground. It also provides practical techniques to use when bargaining. The power tips included are helpful. You will find tips like: "Do not concede ground unless you receive something in return." -pg. 49 "Be flexible-it is a sign of strength, not of weakness." -pg. 11 If you have been in a car accident and can't solve the case with your insurance company, you might want to look at the Arbitration section. If you need a third party, a mediator could also be useful. A section on body language enables you to determine the attitude of the person you are negotiating with. A nice handy guide which you could give out to all the managers in your company. It would also be a nice gift for anyone who makes proposals to obtain new business. You will feel pretty confident after reading this book. ~The Rebecca Review