The Intelligent Negotiator
What to Say, What to Do, How to Get What You Want--Every Time
- 304 Seiten
- 11 Lesestunden
Nearly every professional interaction involves some form of negotiation, whether it's closing a deal, discussing employment terms, or delegating tasks. Successful negotiation hinges on possessing intelligence—not just academic smarts, but an understanding of your opponents' behaviors under stress, their tactics, and how to achieve mutually beneficial outcomes. This guide provides a comprehensive approach to mastering effective negotiation skills. Author and expert Charles Craver delves into practical steps, such as choosing the right attire, seating arrangements, effective questioning, active listening, and the timing of concessions. With over 25 years of experience teaching more than 60,000 professionals, Craver shares proven techniques to boost your confidence and persuasive abilities. You will learn to identify various negotiating techniques, close deals effectively to prevent last-minute demands, maintain composure when walking away, prepare for unexpected challenges, and navigate the stages of negotiation. The book is filled with interactive exercises, personal anecdotes, and lessons on developing a unique negotiating style, making it an essential resource for anyone looking to enhance their bargaining and deal-making skills with intelligence.