- Hardcover: 352 pages
- Publisher: St Martin's Press (28 May 2004)
- Language English
- ISBN-10: 031232281X
- ISBN-13: 978-0312322816
- Product Dimensions: 24.5 x 16.4 x 3 cm
- Amazon Bestsellers Rank: 2,078,091 in Books (See Top 100 in Books)
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Product Description
Review
"Few seize the brass ring in business or in life without topnotch negotiation skills. Martin Latz's "Gain the Edge!" will empower you to achieve that kind of success. Read it. Make it your own. You'll close more deals and get more favorable terms in all your negotiations."
--Harvey Mackay, author of the #1" New York Times" bestseller "Swim With The Sharks Without Being Eaten Alive"
"Martin Latz’s "Gain the Edge!" is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, "Gain the Edge!" is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In "Gain the Edge!" Martin Latz has condensed his enormous font
--Harvey Mackay, author of the #1" New York Times" bestseller "Swim With The Sharks Without Being Eaten Alive"
"Martin Latz’s "Gain the Edge!" is the best book I've ever read on negotiation strategy. If you negotiate for a living or only occasionally, Latz gives you the tools and tactics to succeed before you sit down at the table. Whether it's negotiating Randy Johnson's contract or the purchase of your next car, "Gain the Edge!" is clear, concise, and unfailingly useful."
--Jerry Colangelo, Chairman and CEO, Arizona Diamondbacks and Phoenix Suns
"Anyone who's tried to push a bill through Congress knows the importance of negotiation. In "Gain the Edge!" Martin Latz has condensed his enormous font
Product Description
Negotiating a new salary? Buying a car or house? Closing a deal with a big client? In Gain The Edge!, national negotiation expert Martin Latz reveals the simple steps that will improve anyone's negotiating skills. This is not ivory tower advice but east-to-use information that can be applied right away. Readers will learn to negotiate strategically using Latz's Five Golden Rules: Information is power - so get it; Maximize your leverage; Employ "fair" criteria; Design an offer-concession strategy; Control the agenda; Filled with clear, real-life examples and the latest research, Gain The Edge! Is the up-to-date guide for anyone who negotiates in business, law, or their personal life.
Inside This Book
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First Sentence
The first five chapters in this book extensively explore my Five Golden Rules. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
The first five chapters in this book extensively explore my Five Golden Rules. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
12 reviews
6 of 6 people found the following review helpful
Excellent advice for all types of negotiations
13 May 2004
Format:Hardcover
I'm one of those "negotiate by the seat of my pants" people, and that's probably the reason I haven't always done well in the past. Like many people, I've concentrated on leverage and the offer/concession process, both of which I understood pretty well. But now I understand them even better.
For instance, several years ago when I bought my present car, I went to the dealership late in the evening, pretty much ensuring I wouldn't close a deal the same day. That forced the salesman to have to call me for a follow-up and by that time, my excitement about the car of my choice was in check, and I sensed that he really wanted to sell me the car, even more than I wanted to buy it.
But "Gain the Edge!" suggests researching not just what various dealerships are asking for the same car, but finding out what they paid the manufacturer, what their markup is, and how much room they have to "move" on price. And then it suggests doing most of the negotiating over the phone, so you're less likely to feel pressured. It's a lot easier to hang up than to walk away from a determined salesman.
The salesman I dealt with actually called me back three times during the next few days, and each time I did my best to lower the price. But again I made a strategic error. I wasn't patient enough (summer was here and the A/C in my old car had died). I decided to "cut to the chase." I told him the absolute highest amount I could afford for a monthly payment. I now know that that's absolutely crucial STRATEGIC information. It's a mistake I won't make again!
I bought "Gain the Edge!" because I'm going to want to trade in my old car soon. I'm going to do more research this time. And I'm going to follow some of the other great advice in this book -- like setting and sticking to my own agenda and not talking about trade-in until we've settled on a price for the new car.
"Gain the Edge!" is easy to read and has lots of good examples to help you understand the points the author makes. I would highly recommend this book for anyone who plans on making a major purchase, asking for a raise, etc.
4 of 4 people found the following review helpful
Several ways to enjoy and use it!
31 May 2004
Format:Hardcover
I enjoyed this book on three levels:
(1) It presents five guiding principles ("Golden Rules") that seem useful for conducting negotiations, and tells how to adapt them to your own personality;
(2) It offers specific strategies for four types of negotiations; and
(3) It has many examples of negotiating strategies and advice by well-known individuals.
3 of 3 people found the following review helpful
Excellent, Practical Advice
11 Aug 2004
Format:Hardcover
I completed a significant negotiation right before I read Gain the Edge, and found myself wishing I could have read the book beforehand. The practical advice on preparation and planning is invaluable. At the same time, the book also includes tips for the several negotiation opportunities that come up quickly every day. I have already recommended to my business partner and several colleagues.
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