{"product_id":"practical-negotiating-isbn-9780470134856","title":"Practical Negotiating","description":"\u003cb\u003ePraise for \u003ci\u003ePractical Negotiating: Tools, Tactics \u0026amp; Techniques\u003c\/i\u003e\u003c\/b\u003e  \u003cp\u003e\"\u003ci\u003ePractical Negotiating\u003c\/i\u003e is an innovative, resourceful, and-as its name implies-practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation.\"\u003cbr\u003e —Terry R. Bacon, President, Lore International Institute and author of \u003ci\u003eWhat People Want: A Manager's Guide to Building Relationships That Work\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of?effective negotiating right near their desk and phone!\"\u003cbr\u003e —Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of \u003ci\u003eLove' Em or Lose'Em: Getting Good People to Stay\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues.\"\u003cbr\u003e —Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of \u003ci\u003eWhy CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training-clear, concise, and practical. You can apply the process immediately. A handbook for life, it's practical, thoughtful, and insightful.\"\u003cbr\u003e —Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company\u003c\/p\u003e \u003cp\u003e\"Skip the workshops and buy \u003ci\u003ePractical Negotiating\u003c\/i\u003e. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. \u003ci\u003ePractical Negotiating\u003c\/i\u003e will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended.\"\u003cbr\u003e —Steve Hopkins, Publisher, \u003ci\u003eExecutive Times\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field.\"\u003cbr\u003e —Keith G. Slater, former director of International Development, Ingersoll Rand\u003c\/p\u003e \u003cp\u003e\"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools.\"\u003cbr\u003e —Dr. Rita Smith, Dean, Ingersoll Rand University\u003c\/p\u003e  Acknowledgments.  \u003cp\u003e\u003cb\u003e1\u003c\/b\u003e \u003cb\u003eThe Need for Negotiation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConflict in Our Lives.\u003c\/p\u003e \u003cp\u003eProcess of Exchange.\u003c\/p\u003e \u003cp\u003eIntroduction to Planning and Executing the Negotiation.\u003c\/p\u003e \u003cp\u003eAudience for Practical Negotiating.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSECTION ONE: PLANNING THE NEGOTIATION.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2\u003c\/b\u003e \u003cb\u003eWants and Needs.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWin-Win Agreements.\u003c\/p\u003e \u003cp\u003eWants versus Needs.\u003c\/p\u003e \u003cp\u003eCase Analysis.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3\u003c\/b\u003e \u003cb\u003eSetting Objectives and Determining Positions.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNeeds and Objectives.\u003c\/p\u003e \u003cp\u003eCreating a Needs\/Objectives Matrix.\u003c\/p\u003e \u003cp\u003eDetermining Position and Settlement Range.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4\u003c\/b\u003e \u003cb\u003eCurrencies and Concessions.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCurrencies of Exchange.\u003c\/p\u003e \u003cp\u003eConcessions.\u003c\/p\u003e \u003cp\u003eMaking Positive Exchanges.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5\u003c\/b\u003e \u003cb\u003ePower in Negotiation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Paradox of Power.\u003c\/p\u003e \u003cp\u003eThe Rule of Power in Negotiation.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003eCase Analysis.\u003c\/p\u003e \u003cp\u003ePractical Negotiating: Planning Guide—Part 1.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSECTION TWO: EXECUTING THE NEGOTIATION.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6\u003c\/b\u003e \u003cb\u003eNegotiation Model: Stages with Critical Tasks.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStages: The Negotiation Process Road Map.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7\u003c\/b\u003e \u003cb\u003eNegotiating Styles and Key Skills.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Difference between Negotiation Styles and Skills.\u003c\/p\u003e \u003cp\u003eChoosing the Best Overall Approach.\u003c\/p\u003e \u003cp\u003eNegotiation Styles.\u003c\/p\u003e \u003cp\u003eKey Skills.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8\u003c\/b\u003e \u003cb\u003eWin-Win Tactics.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTactics Defined.\u003c\/p\u003e \u003cp\u003eWin-Win Tactics.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9\u003c\/b\u003e \u003cb\u003eAdversarial Tactics and Countertactics.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAdversarial Tactics.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10\u003c\/b\u003e \u003cb\u003eTactical Orientation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow to Determine Your Tactical Orientation.\u003c\/p\u003e \u003cp\u003eTactical Orientation Continuum.\u003c\/p\u003e \u003cp\u003ePractical Application.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11\u003c\/b\u003e \u003cb\u003eSpecial Negotiation Situations.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eNegotiating in Buy and Sell Situations.\u003c\/p\u003e \u003cp\u003eInternal Negotiations.\u003c\/p\u003e \u003cp\u003eNegotiating with Your Boss.\u003c\/p\u003e \u003cp\u003eTeam Negotiations.\u003c\/p\u003e \u003cp\u003ePractical Application.7\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12\u003c\/b\u003e \u003cb\u003ePutting It All Together.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePractical Negotiating: Planning Guide—Annotated.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix A: Negotiation Style Survey.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix B: Practical Negotiating: Planning Guide.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eStep 1.\u003c\/p\u003e \u003cp\u003eStep 2.\u003c\/p\u003e \u003cp\u003eStep 3.\u003c\/p\u003e \u003cp\u003eStep 4.\u003c\/p\u003e \u003cp\u003eStep 5.\u003c\/p\u003e \u003cp\u003eStep 6.\u003c\/p\u003e \u003cp\u003eStep 7.\u003c\/p\u003e \u003cp\u003eStep 8.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eNotes.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eBibliography.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIndex.\u003c\/b\u003e\u003c\/p\u003e \u003cb\u003eTom Gosselin\u003c\/b\u003e is a consultant and instructor with more than twenty years of experience training executives, managers, and salespeople. He is a member of the National Speakers Association and his corporate clients include Philips, MCI, and ExxonMobil Research \u0026amp; Engineering, among others. For more information, visit www.practicalnegotiating.com.  \u003cb\u003ePractical Negotiating: Tools, Tactics \u0026amp; Techniques\u003c\/b\u003e  \u003cp\u003eWhether you know it or not, you probably negotiate every day. At work, at home, and in public, you negotiate to resolve conflicts and make deals almost constantly. Because conflict is inevitable, successfully negotiating and resolving conflicts is a survival skill you need in order to succeed in work and in life.\u003c\/p\u003e \u003cp\u003e\u003ci\u003ePractical Negotiating\u003c\/i\u003e teaches the art of nego-tiation for business and for life. Over the course of twenty years of teaching and consulting on negotiation, executive trainer Tom Gosselin has developed a proven system for teaching the vital skills and tactics of successful negotiation. Using a step-based framework, he shows you how to prepare the groundwork, master various negotiation tactics, and work towards fair resolutions that satisfy all parties.\u003c\/p\u003e \u003cp\u003eNegotiation doesn't begin at the table. It starts with preparation. Gosselin prepares you for success by showing you how to identify your underlying needs and those of your opponent, how to develop objectives and establish a position, how to use currencies and concessions, and how to assess your power position in negotiation situations.\u003c\/p\u003e \u003cp\u003eThe second part of this practical guide covers the execution stage of negotiations, presenting a stage- and task-based model that keeps you squarely on track. You'll learn how to identify your style, become more flexible, develop a variety of skills, select and implement the right tactic for a win-win outcome, and respond coolly and intelligently to adversarial situations and difficult people.\u003c\/p\u003e \u003cp\u003eThe art of negotiation isn't a game. It's a serious process with a beginning, middle, and end. Use the right model and master the right skills, and you'll excel at this vital practice that can get you anywhere in life. Practical Negotiating shows how you can plan and execute negotiations that reach better, more fulfilling conclusions for all parties involved—especially you.\u003c\/p\u003e  \u003cb\u003ePraise for Practical Negotiating: Tools, Tactics \u0026amp; Techniques\u003c\/b\u003e  \u003cp\u003e\"Practical Negotiating is an innovative, resourceful, and—as its name implies—practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation.\"\u003cbr\u003e —Terry R. Bacon, President, Lore International Institute and author of \u003ci\u003eWhat People Want: A Manager's Guide to Building Relationships That Work\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense?prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!\"\u003cbr\u003e —Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of \u003ci\u003eLove' Em or Lose'Em: Getting Good People to Stay\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues.\"\u003cbr\u003e —Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of \u003ci\u003eWhy CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Forget the image of negotiation being a battlefield.?Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training—clear, concise, and practical. You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful.\"\u003cbr\u003e —Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company\u003c\/p\u003e \u003cp\u003e\"Skip the workshops and buy \u003ci\u003ePractical Negotiating\u003c\/i\u003e. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. \u003ci\u003ePractical Negotiating\u003c\/i\u003e will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended.\"\u003cbr\u003e —Steve Hopkins, Publisher, \u003ci\u003eExecutive Times\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field.\"\u003cbr\u003e —Keith G. Slater, former director of International Development, Ingersoll Rand\u003c\/p\u003e \u003cp\u003e\"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools.\"\u003cbr\u003e —Dr. Rita Smith, Dean, Ingersoll Rand University\u003c\/p\u003e  \"Practical Negotiating is an innovative, resourceful, and—as its name implies—practical guide to the art and science of negotiating. Unlike many books on negotiating, which are filled with theories and anecdotes, this one is rich with examples, tactics, and tips, which makes it the indispensable book when you are going into any negotiation.\"\u003cbr\u003e —Terry R. Bacon, President, Lore International Institute and author of \u003ci\u003eWhat People Want: A Manager's Guide to Building Relationships That Work\u003c\/i\u003e  \u003cp\u003e\"There is something in this book for the most experienced negotiator and the novice. Gosselin's no-nonsense prescriptions and recommendations will hit home and give you new ideas for the most difficult of negotiating situations. Anyone in the business world will want this great bible of effective negotiating right near their desk and phone!\"\u003cbr\u003e —Dr. Beverly Kaye, CEO and founder, Career Systems International and coauthor of \u003ci\u003eLove' Em or Lose'Em: Getting Good People to Stay\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin has written a thoughtful, engaging, and practical guide on a topic of increasing importance to leaders and organizations. There is something here for anyone who wants to learn how to deal more effectively with the inevitable conflicts that occur in working with clients, customers, and colleagues.\"\u003cbr\u003e —Peter Cairo, PhD, Partner, Mercer Delta Consulting and coauthor of \u003ci\u003eWhy CEOs Fail: The 17 Behaviors That Can Derail Your Climb to the Top and How to Manage Them\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Forget the image of negotiation being a battlefield. Gosselin guides you in the development of a road map so both sides become winners and leave the table victorious. His writing is just like his training—clear, concise, and practical. You can apply the process immediately. A handbook for life, it's?practical, thoughtful, and insightful.\"\u003cbr\u003e —Steven Myers, Manager, Lighting Education and Sales Training, Philips Lighting Company\u003c\/p\u003e \u003cp\u003e\"Skip the workshops and buy \u003ci\u003ePractical Negotiating\u003c\/i\u003e. After field-testing the content through decades of experience, Gosselin has packed this useful book with processes that work and great questions and worksheets that force the material to become real and personal. \u003ci\u003ePractical Negotiating\u003c\/i\u003e will change your thinking about negotiating, and more importantly, will change your behavior. Highly recommended.\"\u003cbr\u003e —Steve Hopkins, Publisher, \u003ci\u003eExecutive Times\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\"Gosselin is a most articulate and engaging businessman, and this, coupled with a keen intellect and sharp observation?of behavior (and a great sense of humor!) make this a must-read. His deep understanding of effective models of negotiation and their practical application make him one of the leaders in this field.\"\u003cbr\u003e —Keith G. Slater, former director of International Development, Ingersoll Rand\u003c\/p\u003e \u003cp\u003e\"This book is aptly titled as it provides the practical 'how to' for planning and executing effective negotiations. It's rich with examples, exercises, and reusable tools.\"\u003cbr\u003e —Dr. Rita Smith, Dean, Ingersoll Rand University\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989833990373,"sku":"NP9780470134856","price":27.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470134856.jpg?v=1761785618","url":"https:\/\/k12savings.com\/products\/practical-negotiating-isbn-9780470134856","provider":"K12savings","version":"1.0","type":"link"}