Negotiate Like the Pros…The Book
Any human activity that involves two or more persons usually requires some degree of negotiation.
Does This Sound Familiar?
Elaine, an office employee, walks up to the secretary’s desk on Monday morning and says, “Barbara, do we have any refill cartridges for the computer printer?”
Barbara says, “Did you look in the supply closet?”
Elaine answers, “I didn’t see any, it would probably be a good idea to order a couple. We have several projects that will be wrapped up in the next week or so, and I don’t think the cartridge we’re using now will hold up.”
Barbara responds, “To tell you the truth, Elaine, I don’t see how I’m going to have time in the next couple of days to take care of that. The boss just gave me a week’s worth of dictation he needs typed up and mailed out by tomorrow afternoon, plus all the end-of-quarter reports are due by Friday. Do we really need a refill in the next couple of day?”
Elaine says, “Yes, we do, or we stand a chance of missing some important deadlines. Will it help any if I find the refill number for you so you don’t have to take the time to look it up?”
“That’ll make it a whole lot easier,” Barbara responds. “Just put the number on my desk next to the phone, and I’ll place the order either this afternoon or first thing tomorrow morning. Will that be soon enough?”
Elaine says, “Sure,” and goes to get the cartridge number.
Asking for help at work, coordinating chores at home, discussing give-and-take arrangements on the job: most of us, deal with these kinds of situations several times a week. In fact, it’s about as easy to avoid negotiating as it is to avoid breathing. Unfortunately, negotiating effectively, unlike breathing, is not an automatic reflex for most of us.
Even though we spend a great deal of our time negotiating for things we want, most of us are not natural-born negotiators. We may be afraid to ask for what we want, so we go without; or, we ask for too little. Sometimes we demand too much. Basically, a lot of people just don’t know how to get what they want without being SOB’s.
You Can Learn to Negotiate Effectively
If you understand the process, exactly what it means to negotiate effectively, you can improve your performance at the bargaining table immensely. If you are committed to getting what you want in life, you can become an expert negotiator by mastering the basic strategies and tactics that work in all kinds of negotiations, from convincing your spouse to help with the housework, to hammering out an acceptable compensation package with your boss, to buying a house, to just about anything.
As a trial lawyer, I’ve handled everything from simple wills to death-penalty murder cases. As a consultant who provides training and development programs for businesses and legal professionals, I spend many hours working out the details of consulting packages and fees with my clients. In other words, the bargaining table is a second home to me. And I can tell you that although every case is a unique negotiating opportunity, most of the strategies and tactics I share in Negotiate like the Pros™ can be modified to suit any occasion.
Is Negotiate like the Pros for You?
Have you ever walked away from negotiations shaking your head and saying to yourself, “Boy, is she a shrewd negotiator. I just gave up everything but my first-born child”?
Have you ever felt like you could have negotiated a better deal if only you had known what you were getting into?
Have you ever wished you were the kind of person who would “drive a hard bargain”?
If you answered “yes” to any of those questions, this book is for you. Most people don’t consider themselves “negotiators.” They believe negotiating is reserved for the big-league players in business and politics. Well, wipe that misconception out of your mind. That myth is just one of many that this book blows out of the water. Negotiating is unavoidable if you ever have contact with other people. And it can be a fun and rewarding experience – if you know what you’re doing.
Read Negotiate like the Pros™, and you’ll know what you’re doing. This book, which is based on years of experience and the study of many expert negotiators, is a comprehensive guide to effective negotiation. In it, you will discover the pragmatic strategies and tactics that translate into power at the bargaining table. You will also learn about the dynamics of the negotiating process, which will help you build on your strengths as a negotiator.
By the time you finish reading Negotiate like the Pros™, you will have the power to get what you ask for. If you would like to get a copy of John Patrick Dolan’s Negotiate like the Pros, go to your local bookstore or call LawTalk at 800-859-0888. $12.00 US plus $3.00 shipping and handling. $17.00 Canadian plus $3.00 shipping and handling.
John Patrick Dolan, Attorney at Law, Certified Specialist Criminal Law, CSP, CPAE is a recognized expert in the field of negotiation. He travels throughout the world presenting lively keynote speeches and in-depth training programs for business and legal professionals. Call 1-800-859-0888 for more information.