Negotiation Rules: A Practical Guide to Big Deal Negotiation

by Jeanette Nyden

Book Overview

Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0981800475
• ISBN13: 9780981800479
• Release Date: July 2009
• Publisher: Sales Gravy Press
• Length: 186 Pages
• Weight: 0.55 lbs.
• Dimensions: 0.4" x 5.5" x 8.5"

Customer Reviews

Enhance your negotiating skills

In the current economy, there is an increasing need to develop new skills in order to stay competitive. Now more than ever, negotiation skills are important for professional development and for personal success. Yet for many of us, negotiating is an intimidating art. In her book, Negotiation Rules, Nyden describes several key concepts in the negotiation process that can be easily applied to a wide variety of situations (e.g., salary negotiations, budget/contract negotiations, and even interactions with co-workers). Nyden weaves in her experience as an attorney and mediator and, in doing so, brings these concepts and issues to life for the reader. In addition, she provides several practical lessons and tips that can be implemented when approaching any bargaining process. This is not a dry, boring textbook. It is an enthusiastic and practical guide that sheds light on what otherwise might be a daunting process for many.

Improve Your Negotiation Skills Now!

Nyden redefines the art of negotiations. Her straightforward explanation of the concept of interest based negotiation turns conventional wisdom on its head. Win/win is no longer wishful thinking. She gives practical and strategic advice that can be used immediately. Put Jeanette on your negotiating team! Great book and great approach to a skill needed for sales professionals and business owners.

Small Business Washington Adds Negotiation Rules to its Business Best Practices.

There are two chapters in "Negotiation Rules" that must be read and reread. Chapter 8, "Balancing Power" [at the Bargaining Table with an emphasis on active listening to nullify strong emotions and degenerative behavior]. In this chapter, Jeanette reveals how listening and keeping quiet are the secrets to balancing power even when you feel powerless at the negotiating table. In Chapter 12, "Planning", she clearly understands and well expresses the most important point about plans that most professionals miss - it is not the plans that are written or created that are important, but the planning process that prepares you for whatever comes up. Jeanette aptly stated on page 125...."Successful negotiators plan for the negotiation session not because planning will ensure that the session will go as planned, but because planning activities ensure that the negotiator is prepared for any thing that might arise." This sentence is music to my ears - in my opinion it is probably the most important statement in the book!!! I highly recommend this book to business owners, business advisors, consultants, procurement specialists, and purchasing staff who want to develop strong negotiating skills and feel confident negotiating no matter who is their counterpart. "Negotiation Rules " is also a good review for seasoned negotiators who wish to polish their skills-it should be added to their business best practices tool box! AJ Van Wallendael, CEO, WMS, LLC Executive Business Advisor Small Business Washington

Put it to work

I haven't even finished the book and already I've put to use the idea of "framing" from chapter nine. This one technique could help me more than double a sales opportunity I'm negotiating. I like how practical the book is and how I can put it to use right away!

Advice from an Experience Negotiator

Negotiation Rules is written in a clear, direct style that zeroes in on the biggest mistakes that misguided negotiators make. Nyden reveals the areas that trip up, even the best negotiators, and shares her insights about how to engage in negotiation fairly and skillfully. Through her perfect stories and examples, I recognized several mistakes that my company has made in the past, triggering behaviors and outcomes that were not in our best interest. With several major deals on the horizon, I plan to give a copy of this book to every member of our sales team. Just one example of a practical observation with enormous impact: I never recognized the difference between a trade-off and a concession. As a result, we've left thousands of dollars on the table through pointless concessions. Here's another: Who should go first in negotiation? I was surprised to learn how the party that goes first has a tremendous influence on the direction of the conversation. In every chapter, Nyden debunks common misperceptions about the way to negotiate and succeeds in recommending an approach that is fair, direct, and highly effective. Based on sound theory, but without getting bogged down in theory, Nyden describes the skills and tactics that an influential negotiator needs. Her approaches would benefit anyone required to negotiate with clients and stakeholders, particularly when the stakes are high. This book is a great resource!