Get What You Want!! A Fun, Upbeat and Fresh Approach to Negotiating

By Florence Mustric and Hal B. Becker

Everyone's day is filled with negotiating. The obvious example lies in the context of business deals, with the continuous barter and trade, purchase and sale of products and services. The less... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1886939683
• ISBN13: 9781886939684
• Release Date: December 2004
• Publisher: Oakhill Pr
• Length: 227 Pages
• Weight: 0.75 lbs.
• Dimensions: 8.5" x 0.5" x 5.8"

Customer Reviews

Light Reading with Good Messages

Hal Becker is a sales trainer and professional speaker. His friend, Jon Lief, is a gemstone broker. What can these men teach us about negotiating? They're not negotiators. They're not trainers in the field of negotiating. They're not university professors specializing in negotiating. And they're certainly not statesmen with decades of experience across the table with heads of state. That's the point. They're ordinary guys who gained their expertise in negotiating in the trenches. This is a practical book written by two businessmen-very successful businessmen-who learned about getting what they want by actually doing it in a variety of situations. Becker was Xerox's Number One salesman; you don't achieve that rank without gaining substantial negotiating experience. Lief deals internationally in a highly competitive field where one slip can cost you a lot of money. The two authors have put together a list of Top Ten Negotiating Points on which the book is based. Teaching the real-life application of the ten points, they use stories from their experiences and what they've learned from others. Becker wrote the first portion of the book; life wrote the second portion. The third portion is a summary of a set of interviews, conducted by Becker, of people the authors consider to be effective negotiators. The style of the authors is light, but content-filled. At several points in the book, I felt that I was being dragged through a story that took me far afield from the topic of negotiating. Then, the light dawned and I realized that I'd just been taught some more about the topic. The book goes beyond business negotiating to demonstrate that getting what you want is a life skill. The authors are a bit irreverent at times, but if you've read Becker's other books you know that this is part of who he is. He takes what he does seriously, but that's where his seriousness stops. The interviews toward the end of the book seemed lighter than what I expected-disappointing, but there are nuggets there, too. When you read between the lines, a skill of negotiating, you "see" more than what appears on the printed page. Good book for sales professionals, businesspeople in all fields, parents, and well-just about anyone. It's not heavy, but it's educational, fun, and only $17.95.