For whatever you desire in business and in life...negotiate.
Now you can learn the negotiating strategies that are used by Microsoft, Goldman Sachs, The Hartford, Starbucks, and the Pentagon. Based on the acclaimed corporate seminars, Negotiation Boot Camp is a new book that will help you to get what you want. Sellers learn to how to create satisfied customers at higher prices, buyers learn how to make better deals with vendors, executives learn how to resolve conflict, and the rest of us learn how to get what we need from other people.
"Ed Brodow is the King of Negotiators. Negotiation Boot Camp is witty, incisive, instructive, pithy and chock full of real-world examples; it shows us how to succeed -- not just in negotiations, but in life itself. This is a must-read."
Harvey Pitt, SEC Chairman 2001-2003
"Ed Brodow delivers the meat that people need to win in sales and in life...buying this book is non-negotiable!"
Jeffrey Gitomer, author of The Little Red Book of Selling
Amazon Books by Ed Brodow
Order This Groundbreaking New Book on Negotiation Skills
Negotiation Boot Camp: How to Resolve Conflict, Satisfy Customers, and Make Better Deals
From winning new customers or getting a promotion at work, to buying a car or settling a disagreement, people find themselves engaged in some form of negotiation every day. Most people, however, approach the prospect of negotiation with fear and uncertainty. In this groundbreaking book, motivational guru Ed Brodow identifies the negative assumptions that drive people to avoid negotiation and shows readers how they can settle conflicts amicably while achieving their goals.
Taking a page from the Marines' Parris Island Boot Camp, Brodow drills readers on the basics, from overcoming the fear of confrontation to converting angry opponents into partners and collaborators, and creating options that will satisfy both sides. Over the course of a twelve-chapter "boot camp," Brodow gives readers the opportunity to hone their skills and develop the confidence they need to negotiate successfully at work and at home.
Ed Brodow has taught his techniques in workshops at such major corporations as IBM, Microsoft, AT&T, Goldman Sachs, Starbucks, and American Express. NEGOTIATION BOOT CAMP now provides a way for everyone to achieve what they want by practicing the art of win-win negotiation.
Release Date: 12/26/2006
Amazon Price: $13.57 (as of 07/09/2008)
Negotiation Links
More info on Negotiation from Ed Brodow
- brodow.com
- Ed Brodow's official website, with information about his programs, books and tapes, and articles on negotiating.
- NegotiationBootCamp.com
- The official site of Negotiation Boot Camp seminars.
- BeatingTheSuccessTrap.com
- The site for Ed Brodow's bestselling book about the meaning of success, with articles on how to be an authentic success.
Ten Tips for Successful Negotiating by Ed Brodow
Take the Mystery Out of Making Deals
The ability to negotiate successfully is crucial for survival in today's changing business world. Negotiation is fun if you know what you're doing. Here are Ed Brodow's Ten Tips for Successful Negotiating:1. Develop negotiation consciousness. In other words, be assertive and challenge everything. Ask for what you want and don't take no for an answer. Remember that everything is negotiable.
2. Become a good listener. Negotiators are detectives. They ask probing questions and then shut up. The other person will tell you everything you need to know. All you have to do is listen.
3. Be prepared. Gather as much pertinent information prior to the negotiation. What are their needs? What pressures do they feel? What options do they have?
4. Aim high. People who aim higher do better. If you expect more, you'll get more. Successful negotiators are optimists.
5. Be patient. This is very difficult for Americans. We want to get it over with. Whoever is more flexible about time has the advantage. Your patience can be devastating to the other negotiator if they are in a hurry.
6. Focus on satisfaction. Help the other negotiator feel satisfied. Satisfaction means that their basic interests have been fulfilled. Don't confuse basic interests with positions: Their position is what they say they want; their basic interest is what they really need to get.
7. Don't make the first move. The best way to find out if the other negotiator's aspirations are low is to induce them to open first. They may ask for less than you think. If you open first, you may give away more than is necessary.
8. Don't accept the first offer. If you do, the other negotiator will think they could have done better. (It was too easy.) They will be more satisfied if you reject the first offer-because when you eventually say yes, they will conclude that they have pushed you to your limit.
9. Don't make unilateral concessions. Whenever you give something away, get something in return. Always tie a string: "I'll do this if you do that." Otherwise you are inviting the other negotiator to ask you for more.
10. Brodow's Law: Always be willing to walk away! Never negotiate without options. Clients often ask me, "Ed, if you could give me one piece of advice about negotiating, what would it be?" My answer, without hesitation, is: "Always be willing to walk away."
Ed Brodow (brodow.com) is a negotiation expert, motivational speaker, and the author of Negotiation Boot Camp (Doubleday).
Copyright © 2006 Ed Brodow
