Gerard Nierenberg, author of the best-selling The Art of Negotiating, Fundamentals of Negotiating, and How To Read a Person Like A Book, presents his most comprehensive and detailed guide to succeeding in any negotiation. From corporate negotiations to labor/management disputes to lawsuits, Nierenberg explains how to achieve successful resolutions by applying these and other essential techniques:
The “Everybody Wins” philosophy
The Need Theory of Negotiation
Fundamental preparations for negotiation
Foolproof methods for predicting behavior
The “When” vs. “How and Where” strategies
The use of creative alternatives
Complete with real-life examples of successful negotiations, diagrams, personal tests and exercises, The Complete Negotiator is the ultimate source for discovering creative and ethical solutions to all of your business and personal conflicts.
Excerpts
From the Introduction...
YOUR SUCCESS IN LIFE depends upon your success as a negotiator. Every aspect - business, social or personal - is affected by the need to negotiate. From my experiences and studies, I have concluded that everything in life is being negotiated, under all circumstances, at all times.
No matter how little or how much negotiating study and experience you have had, this book will provide you with new insights, methods and techniques of The Art of Negotiating® that can be put to immediate use in resolving your life situations.
Even experienced negotiators have repeatedly told me they find that the effectiveness of some of their favored approaches has deteriorated over time. However, review of the many important pointers from the Art of Negotiating® has brought about fresh, creative approaches to establishing longer lasting, more permanent relationships.
This is as it should be. Professionals in all fields - from business people, to artists, to athletes - cannot rest on their laurels. They must periodically review and refresh their memories of the vital fundamentals that make or break their careers. This can result in the discovery of new ideas and methods to use in solving negotiation problems.
This book represents a continuing attempt to keep on the cutting edge of the negotiating process. It had its beginning in 1968 with the publication of The Art of Negotiating, the first book to treat negotiation as a process - one that can be learned. It explored in detail how to prepare for negotiation; the need theory of negotiating, with its 126 real-life examples of needs, varieties of applications, and levels of approach, offering countless alternative approaches that may be employed; explained the psychological processes involved; and, rejecting the game-theory concept of a loser for every winner, advanced the then revolutionary idea that in a successful negotiation everybody wins.
Creative Business Negotiating (1971) introduced new skills and strategies, such as the question matrix, which provides successful ways of directing negotiations. Particular emphasis was placed on analysis of the foundation of the negotiating process. In Fundamentals of Negotiating, (1973) the two books were combined, and illustrations and applications added. I later wrote other books on such subjects as gestures and their hidden meanings. The book Meta-Talkreveals the hidden meanings in our conversations and negotiations.
During the ensuing years, my concept that negotiation is a process operating in a process world has stimulated new research and an expansion of knowledge of the field. The Negotiation Institute has continued to hold seminars throughout the world, reaching more than 150,000 people. We also developed interactive, expert systems; computer software for The Art of Negotiating®, and the Idea Generator™ for The Art of Creative Thinking. These, in turn, indicated new directions that might be taken in studying the negotiation process. This book combines them all, old and new, to present the most comprehensive guide yet produced on The Art of Negotiating®.
About the Author
Gerard I. Nierenberg, Esq., whom Forbes dubbed “The Father of Negotiating Training” and The Wall Street Journal referred to as one of the “Eight Wise Men,” has written over 20 books—translated into 28 languages—about negotiation and improving interpersonal skills. In 1968, he wrote the first book in the previously undeveloped and little-known field of negotiation, The Art of Negotiating. He went on to author Creative Business Negotiating and the multimillion-bestseller, How To Read a Person Like a Book. In 1973, Gerard completed a guide to a communication phenomenon so original that he had to coin a new word to describe it—Meta-Talk: The Hidden Meanings in our Conversation.
In addition to his successful pursuits as a lawyer and an author, Gerard Nierenberg is also one of America’s most highly acclaimed speakers and seminar leaders. His seminar, The Art of Negotiating®, is one of the longest continuously running and most widely attended professional seminars of all time, with 350,000 attendees to date.
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